CASE STUDY:
4 Years of Sales Development Propels K-12 EdTech Software Company to the Top 10% of the Inc5000

527
Qualified
Appointments Set
972%
ProSales ROI

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 3,000 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 .

 

1516278699221
Kenton Levings
President



Industry
Education K-12 Behavior Management Software



Website
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.



itb case study sdr funnel


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

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!


Book a Free Growth Consultation Now

Over

3,000,000+

CALLS MADE

Access the growth behind

12,000+

APPOINTMENTS SET

Benefit from

21 Years

AVERAGE SDR EXPERIENCE

Unlock the potential behind

2+ BILLION

CLIENT PIPELINE GENERATED