“Forrest Contact was SALTO’s most successful marketing program this calendar year, providing us with our highest ROI. We set ambitious cost-per-lead targets and FMG successfully came in well under them. Forrest Contact delivered qualified leads to our sales team via in-calendar appointments. The Forrest Contact telemarketers took the time to thoroughly understand SALTO’s complex product offering, related well to our prospective clients, and competently and calming set up appointment after appointment for our sales team members. The Forrest Contact telemarketers are brand ambassadors for us out in the market. They’re an extension of our team, and we look forward to a long and prosperous partnership with them.”
Rosemary Shisler, SALTO SYSTEMS Marketing Manager Oceania
Campaign Metrics
Company Overview & Requirement
SALTO Systems develops and manufactures advanced and reliable wireless electronic locking and access control smart solutions. Across a broad range of industries and applications, SALTO is widely recognised as a global market leader in smart electronic access control solutions.
Salto’s lead generation objective was to create quality appointments for their sales consultants to meet with qualified decision makers who had a need for Salto’s solutions. The target market included a range of different industry sectors, including hospitality and schools.
Salto’s long sales cycle meant that a multi-call, multiple conversation approach would be required to secure meeting with the qualified sales leads that were required.
Our Solution
Our team worked closely with the team at Salto to develop a multi-touch approach that included initial calls, follow up emails and scheduled call backs. This approach allowed us to introduce Salto’s services, build immediate sales leads and also identify, nurture and stay in touch with those prospects who had a future need for Salto’s solutions but were not yet ready to meet.
Our Results
Of the 4,450 decision makers contacted so far, a total of 1,363 (30%) have been identified as a sales lead with either an immediate or future/longer term need.
Our team has generated 445 qualified sales leads across different market segments for Salto’s Sales Consultants to meet with – an average of 8 sales leads per week. In addition, we are nurturing a pipeline of a further 918 prospects who are interested in Salto’s services but are not yet ready to meet.