--- title: Case Study - Insights to Behavior | Prosales Connection description: Explore our Case Study on Insights to Behavior - an EdTech Software Company that Achieves the Inc 500 list after one year with ProSales Connection's Sales Development and Marketing Strategies --- [ Check out our newest articles covering the latest B2B trends! ](https://www.prosalesconnection.com/blog) [832-365-0730](tel:8323650730) [Get a Proposal](https://www.prosalesconnection.com/case-study-insights-to-behavior#) [![ProSales Connection Logo](https://www.prosalesconnection.com/hubfs/PSC%20Icons%20and%20Logos/psc_logo_large%20-%20no%20graphic.png)](https://www.prosalesconnection.com/) - Sales Development - ![Icon of Graph Rising](https://www.prosalesconnection.com/hubfs/2023%20PSC%20New%20Site%20Images%20-%20Compressed/2023%20PSC%20Icons%20-%20Compressed/icons8-increase-50.png)Sales Development - [Sales Development](https://www.prosalesconnection.com/sales-development) - [B2B Sales Training](https://www.prosalesconnection.com/b2b-sales-training) - 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[Contact](https://www.prosalesconnection.com/contact-us) [Get a Proposal](https://www.prosalesconnection.com/case-study-insights-to-behavior#) ## CASE STUDY: # Insights to Behavior, a K-12 EdTech Software Company, achieves 33% revenue growth over  4 Years of Sales Development 527 Qualified Appointments Set 972% ProSales ROI ![insights to behavior logo - client case study](https://www.prosalesconnection.com/hs-fs/hubfs/LogoInsightsHor-png-1.png?width=230&height=77&name=LogoInsightsHor-png-1.png) ![trade show picture of insights to behavior employees\ ](https://www.prosalesconnection.com/hs-fs/hubfs/Case%20Study%20Content/itb%20case%20study%20image.webp?width=299&height=224&name=itb%20case%20study%20image.webp) ### About Insights to Behavior Insights to Behavior empowers K-12 Teachers, Specialists, and Administrators with an unprecedented suite of tools to create, update, track, and report on Behavior Intervention Plans—whether it’s implemented in a single school or district-wide. Over 3,800 schools in 5 countries, including Harris County, Fresno School District, Pasco County Schools, and Hillsborough County Florida trust and use use their software and tools. ![process of collecting data and research](https://www.prosalesconnection.com/hs-fs/hubfs/image-png-Jan-09-2023-08-38-40-3978-PM.png?width=317&height=209&name=image-png-Jan-09-2023-08-38-40-3978-PM.png)  ![graphic of an analytics dashboard](https://www.prosalesconnection.com/hs-fs/hubfs/image-png-Jan-09-2023-08-39-27-4807-PM.png?width=317&height=209&name=image-png-Jan-09-2023-08-39-27-4807-PM.png) ![picture of kenton levings, insights to behavior CEO](https://www.prosalesconnection.com/hs-fs/hubfs/1516278699221.png?width=202&height=208&name=1516278699221.png) Kenton Levings President Industry Education K-12 Behavior Management Software Website [www.insightstobehavior.com](https://www.insightstobehavior.com) ### The Challenges Lack of a digital marketing strategy.  Difficulty generating a steady flow of digital inbound leads and lacking a consistent and clear message that could inform their campaign strategy.  With no web, email, or content strategy, this meant their pipeline was missing out on an essential piece of the sales funnel. Limited Sales Pipeline and Expertise.  Identifying the right buyer persona, and then penetrating the Education market to pursue and follow up on those prospects without a fully experienced sales team made it difficult to find and acquire new clients in the B2B sales cycle. ### The Solution Sales Pipeline Building.  ProSales Connection created a sales pipeline and contact cadence to quickly action, qualify, and frequently follow up with prospects generated through thoroughly prospected Call Lists and Inbound Digital Marketing.  This pipeline included both Sales Development and Digital Marketing strategies that are outlined below: Sales Development.  After our Sales Development Representatives (SDR's) were trained on Insights to Behavior's product, common objections, and qualification methods, they methodically worked the prospect lists to set up appointments and demos straight to Insight's sales teams calendars.  Below we have outlined some of the specific components that went into the Sales Development program: • Prospect List Research & Development • Ideal Customer Persona Research • Call Plan and Follow-Up Cadence Set Up • Sales Pipeline and Lead Tracking process set up within CRM • Calendar integration between SDR's and client's sales team Digital Marketing Strategy. We expanded and promoted their digital presence with a full suite of digital marketing strategies: • CRM setup and management within HubSpot • Web Development • Search Engine Optimization • Email and Monthly Newsletter Marketing • Blog Posting • Google and Facebook Advertising • Monthly Webinar Management Continual Optimization.  ProSales Connection constantly monitors analytics and runs A/B tests to make sure our strategy is running as efficiently as possible, and gradually shifts campaign strategy over time depending on results.   ### The Results Insights to Behavior has grown in rank from the top 5000 to the top 500 Fastest Growing Private Companies in the U.S. Over 4 years ProSales Connection's SDR outsourced calling and sales appointment setting process combined with our digital outreach and content marketing strategy generated qualified leads that accounted for over 30% of overall revenue from 2019-2022. Over 50,000 calls made resulted in 2,500 conversations - which resulted in 527 sales and demo appointments set up. ![](https://www.prosalesconnection.com/hubfs/Inc500-1-png-1.png) ![sdr funnel and stats for insights to behavior case study](https://www.prosalesconnection.com/hs-fs/hubfs/itb%20case%20study%20sdr%20funnel.png?width=508&height=382&name=itb%20case%20study%20sdr%20funnel.png) From a digital marketing standpoint*: *the weekly and monthly blogs, newsletters, and webinars have built a robust digital presence, growing site traffic by over 600% and generating a solid viewer and subscriber-base.* "ProSales Connection has integrated our marketing activities with our sales activities. We are getting great qualified sales appointments and useful data that informs us on where we need to allocate resources and what is grabbing our target market's attention. Most importantly, we are closing more deals."* *Kenton **Levings - CEO of Insights to Behavior* 972% ProSales ROI 527 Qualified Sales Meetings Set (2019-2022) 12x Over projected ROI for their SaaS Product Services Used - [Sales Development](https://www.prosalesconnection.com/sales-development) Website Development [SEO](https://www.prosalesconnection.com/seo) [Social Media Management](https://www.prosalesconnection.com/social-media-marketing) [Online Advertising](https://www.prosalesconnection.com/online-advertising) [Email Marketing](https://www.prosalesconnection.com/email-marketing) -   ### Boost your Sales with ProSales Connection For over a decade we have conducted multi-channel marketing approaches for hundreds of B2B clients across a variety of industries. If you're ready to take your sales and lead generation to the next level, then a quick call with our team is a great way to learn your next steps! 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