How CleverConnect Reduced Lead Costs in LinkedIn Campaigns & Cut Research Time in Sales
Success Story
Overview
Active Sourcing, Candidate Relationship Management or Employee recommendation programs — the Munich based company, CleverConnect offers HR and Recruiting teams everything their hearts desire. CleverConnect complements strategic applicant management systems in application processes and eases the exchange between candidates and companies.
But how does CleverConnect convert potential leads into happy customers? The successful symbiosis of B2B Sales and Marketing has always been the core of CleverConnect’s process. This is especially important to CleverConnect because they have demanding lead requirements.
Since CleverConnect has a very specific Ideal Customer Profile (ICP), companies that didn’t have a recruiting or HR team weren’t considered potential customers. This posed a challenge in terms of B2B lead generation. However, this is where our Sales Intelligence-Plattform comes in.
The Challenge: Poor Leads at a High Price
You don’t have to look very far to find B2B Leads: You can choose between mailing list brokers, lead tools, ads, or even content that siphon leads into your funnel. But not all leads are created equally! At the end of the day, the most important factors are the time and effort spent by your sales team generating leads that become customers.
CleverConnect was not immune to the challenges of B2B lead generation. The cost per lead was too high and often these leads didn’t fit into their ICP. CleverConnect then began the search for a solution that would improve the overall prospecting as well as their B2B lead generation process.
Echobot is equipped to take on both these issues — and more! For example, lead enrichment and qualification are also two challenges that our Sales Intelligence Platform can take on.
You’ve heard all the theories, but how does CleverConnect use Echobot in practice?
The Solution: Better Leads, Performant Campaigns & More Time for the Main Work
CleverConnect stumbled across Echobot through a performance marketing agency that was already using our software. Curiosity led them to implement the platform for their LinkedIn campaigns and for sales preparation.
What were the results? Echobot’s precise target audience selection enabled CleverConnect to avoid wasted leads via their LinkedIn campaign optimization. On top of that, it also reduced the cost per lead by 36%. But that’s not all! Identifying the right target group also helped improve their B2B lead quality, and the sales department spent less time dealing with unsuitable sales opportunities.
CleverConnect also profited from the 360° company profiles that provided them with more in-depth, business-relevant information. Through this experience, CleverConnect highly recommends the implementation of Echobot in Sales and Marketing. The alignment and close cooperation of both departments is a vital part of CleverConnect’s daily business. Their key to success: Sales & Marketing alignment + Echobot = better lead generation.
© CleverConnect / www.cleverconnect.com
Use Case: High-Conversion Campaigns in Marketing
The most important factor for CleverConnect’s target group campaign on LinkedIn was that the company listings in Echobot matched their ICP exactly. To makes sure this happened, they filtered their results based on the company size, revenue, and if they had an internal recruiting or HR department.
The filtering was crucial to CleverConnect’s search because they were only interested in larger companies with an internal HR department. Why that was so relevant? Usually, companies with an HR department already have a talent acquisition processes in place.
© CleverConnect / www.cleverconnect.com
Overview
Active Sourcing, Candidate Relationship Management or Employee recommendation programs — the Munich based company, CleverConnect offers HR and Recruiting teams everything their hearts desire. CleverConnect complements strategic applicant management systems in application processes and eases the exchange between candidates and companies.
But how does CleverConnect convert potential leads into happy customers? The successful symbiosis of B2B Sales and Marketing has always been the core of CleverConnect’s process. This is especially important to CleverConnect because they have demanding lead requirements.
Since CleverConnect has a very specific Ideal Customer Profile (ICP), companies that didn’t have a recruiting or HR team weren’t considered potential customers. This posed a challenge in terms of B2B lead generation. However, this is where our Sales Intelligence-Plattform comes in.
The Challenge: Poor Leads at a High Price
You don’t have to look very far to find B2B Leads: You can choose between mailing list brokers, lead tools, ads, or even content that siphon leads into your funnel. But not all leads are created equally! At the end of the day, the most important factors are the time and effort spent by your sales team generating leads that become customers.
CleverConnect was not immune to the challenges of B2B lead generation. The cost per lead was too high and often these leads didn’t fit into their ICP. CleverConnect then began the search for a solution that would improve the overall prospecting as well as their B2B lead generation process.
Echobot is equipped to take on both these issues—and more! For example, lead enrichment and qualification are also two challenges that our Sales Intelligence Platform can take on.
You’ve heard all the theories, but how does CleverConnect use Echobot in practice?
The Solution: Better Leads, Performant Campaigns & More Time for the Main Work
CleverConnect stumbled across Echobot through a performance marketing agency that was already using our software. Curiosity led them to implement the platform for their LinkedIn campaigns and for sales preparation.
What were the results? Echobot’s precise target audience selection enabled CleverConnect to avoid wasted leads via their LinkedIn campaign optimization. On top of that, it also reduced the cost per lead by 36%. But that’s not all! Identifying the right target group also helped improve their B2B lead quality, and the sales department spent less time dealing with unsuitable sales opportunities.
CleverConnect also profited from the 360° company profiles that provided them with more in-depth, business-relevant information. Through this experience, CleverConnect highly recommends the implementation of Echobot in Sales and Marketing. The alignment and close cooperation of both departments is a vital part of CleverConnect’s daily business. Their key to success: Sales & Marketing alignment + Echobot = better lead generation.
Use Case: High-Conversion Campaigns in Marketing
The most important factor for CleverConnect’s target group campaign on LinkedIn was that the company listings in Echobot matched their ICP exactly. To makes sure this happened, they filtered their results based on the company size, revenue, and if they had an internal recruiting or HR department.
The filtering was crucial to CleverConnect’s search because they were only interested in larger companies with an internal HR department. Why that was so relevant? Usually, companies with an HR department already have a talent acquisition processes in place.
Then, CleverConnect could export the company list to LinkedIn’s .cvs format and upload it to LinkedIn’s campaign manager. That allowed CleverConnect to target employees in companies that match their ICP and buyer persona with a precisely filtered company list.
Step 1: Export list
The export fuction in Echobot
Step 2: Upload in LinkedIn
Upload in LinkedIn
Step 3: Choose which employees in the company should be displayed. In CleverConnect’s case, only “Head of HR” or “Human Resources Manager”.
Step 1: Filter to find your target companies or use your own list of existing companies and save it as a list.
Step 2: Let Echobot create topic clusters based on your list.
Company clusters in Echobot: The basis of B2B lookalikes
Step 3: Select a cluster and voilà—the AI creates a list of digital twins for you!
Sales Preparation in Echobot
Where CleverConnect’s marketing team carries out precise queries to target their audience with various campaigns, Sales uses Echobot to save valuable sales preparation time. When an interesting company trickles in as a lead at CleverConnect, sales department can view all sales-relevant data with our software. The data includes things such as revenue, company size, and location.
Apart from that, thanks to Echobot, the sales department can also view relevant company news to use as part of their sales pitch. That is how CleverConnect was able to reduce the time spent on their research process by 75%.
Echobot also offers a useful feature for social selling: CleverConnect can see all relevant contacts immediately including their LinkedIn/XING profiles, phone numbers or email addresses. Do you know what’s best about that? Every piece of data is completely GDPR-compliant!
360° Company Profile in Echobot
To Sum it up: CleverConnect Sees Even Greater Potential in Echobot
The best-case scenario would be when all departments could benefit from a tool as well as enjoy working with it. At CleverConnect, sales and marketing work hand-in-hand to achieve success. Echobot has given them a way to attain their goals by providing CleverConnect with high-quality company lists that are more finely tuned and B2B leads of higher quality.
This means that Marketing can place ads more efficiently and Sales can save time during their preparation for cold calling.
We wish CleverConnect continued success and look forward to actively supporting them in lead generation and sales preparation!
About CleverConnect
CleverConnect has been a leading provider of cloud-based recruiting solutions since 2013. CleverConnect’s recruitment marketing platform empowers companies to tap into new sources of potential candidates. For this, they use their employee networks and strengthen the employer brand through the distribution of relevant content. The goal is to build and maintain relationships with candidates for future positions. CleverConnect increases productivity within a wide range of recruiting channels to match talent with suitable employers to help companies beat the skills shortage. Their goal: being the leading European SaaS provider in the talent acquisition branch. For more information, please visit www.cleverconnect.com.
About Echobot
Echobot is a leading provider of Cloud Software for Sales & Marketing Intelligence for European markets. More than 1,500 companies of all sizes and from all industries trust Echobot to improve their marketing and sales processes for the digital era. Using state-of-the-art technologies and algorithms, Echobot automatically analyzes publicly available news channels, databases, company websites, social media networks, trade registers as well as current financial information. Echobot delivers the most important information about your desired customers in the blink of an eye and of course, is completely GDPR-compliant.
