From Warm Leads to Qualified Sales
How a targeted outbound strategy generated above industry bench-mark qualified meetings for a New Zealand workplace safety consultancy
The
Challenge
A workplace health and safety consultancy was looking for a part-time sales resource to follow up warm leads generated through events, webinars, demo requests and other marketing activity. As a growing business, they wanted the flexibility of dedicated sales support without the commitment of hiring a full-time sales representative.
Stratcora was engaged to provide targeted outbound sales development support, helping identify and engage relevant prospects and turn those conversations into genuine sales opportunities.
The
Approach
Stratcora's Sales Development Representative (SDR) worked closely with the client to follow up warm leads, re-engage prospects and book meetings for the team.
The SDR focused on:
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Following up webinar, event and demo-request leads
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Re-engaging previously interested prospects
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Having genuine conversations to understand interest and timing
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Following up by phone and email
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Booking meetings for the team
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Adapting activity across different campaigns and target audiences
Alongside the outbound sales activity, Stratcora provided senior strategic oversight, stepping in where needed to review results, provide feedback and refine messaging, targeting and processes. This provided the benefit of both dedicated sales execution and senior growth expertise without needing additional internal resources.
The
Results
With Stratcora providing the structure, strategy and ongoing oversight, the campaign delivered measurable results from warm leads.
Over a three-month period, 2 days per week, the campaign generated:
That's an average of more than 10 meetings booked per month, with several individual weeks achieving conversion rates above 20%.
The strongest measured weeks achieved 36% and 30.8% conversation-to-meeting conversion, demonstrating the impact of targeted follow-up and ongoing refinement of the approach.
At 22.7%, the conversation-to-meeting rate was well above commonly reported B2B outbound benchmarks, with almost one in four meaningful conversations progressing to a meeting and achieved through just two days of outbound activity per week.
Result
Metric
32
Qualified meetings booked
22.7%
Conversation-to-meeting conversion
141
Meaningful prospect conversations
4.6%
Dial-to-meeting conversion
The
Outcome
The value of the engagement goes beyond the number of calls made.
The client has a dedicated SDR actively working its warm leads, while Stratcora provides an additional layer of senior growth strategy and oversight. This creates an ongoing feedback loop between activity, results and strategy, allowing the process to be reviewed and refined as campaigns and audiences change.
For the client, this provides access to sales execution and senior growth expertise through one flexible partnership, without the cost or commitment of building both capabilities internally.
Client
Perspective
“Working with Stratcora has given us the flexibility we need as a small business, along with consistent sales development support. Having someone actively following up leads and turning that interest into conversations and meetings has been a valuable extension of our team.”
Director
Workplace Safety Consultancy
What's
Next
The relationship is ongoing, with the client planning to extend its sales development support with Stratcora. The team has also identified potential opportunities to utilise Stratcora's wider marketing expertise as its needs evolve, creating scope for the partnership to extend beyond sales development.
Stratcora
Stratcora provides flexible marketing and sales development support for businesses that need to generate more opportunities, strengthen their go-to-market approach and keep growth moving.
Need more qualified conversations? Let's talk.
