VAEKST generated 300+ SQLs for a leading Nordic management consultancy

Executing a Nordic outbound sales growth strategy

Implement Consulting Group, a leading management consultancy in the Nordics, needed an external outbound sales team to execute part of their growth strategy by generating new business opportunities for the consultancy’s partners to close and win long-term clients. The consultancy’s internal resources were focused on network-based selling and nurturing existing client relationships, which resulted in a diminishing pipeline of new Sales Qualified Leads (SQLs). Implement evaluated that building an internal outbound sales team would be too risky, complex, and expensive. This led to a partnership with VAEKST to generate SQLs, build a pipeline of prospects, and deliver commercial insights through a low-risk, personalised sales approach.
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Data-driven outbound sales with ICP analytics

VAEKST analysed Implement’s brand and service offering to design a personalised sales message, generate qualified leads, and execute outbound sales through telemarketing, email marketing, and social selling.

The initial market segmentation included CEOs of companies with over 200 employees and revenues exceeding 200 million DKK. Relevant use cases were developed to create a targeted message for this segment.

During the first months, VAEKST tested different sub-segments using an agile split-testing approach. Conversion rates were highest among companies in the Industrial Goods & Services and Transportation & Logistics industries, especially where there had recently been a CEO change and a profitability decrease of at least 2% over a two-year period.

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10m DKK in revenue and 300+ SQLs in the Nordics

Based on insights generated by VAEKST, Implement could optimise its segmentation strategy to create more targeted sales and marketing campaigns. Equipped with new intelligence, VAEKST increased conversion rates over time and generated more than 300 SQLs. A year later, the collaboration is still ongoing, and Implement has closed several deals worth over 10 million DKK, with many more in the pipeline.