How Gymlib doubled its pipe thanks to sales prospecting
Quick look
- Business : B2B SaaS
- Market : CSR, QWL
- Need : Challenge internal BDRs to improve performance
- Target : Increasing the performance of internal BDRs through challenge
- Results : Up to 40 appointments a month and closings in the first few months
Download the use case summary in PDF format : download
The company
Gymlib supports companies that wish to improve the well-being and quality of work life of their teams by providing access to more than 4,000 partner gyms and 300 activities via a single subscription, without commitment.
The challenge
Suxeed worked with Gymlib to help them re-energise their outbound department and improve performance by proving that it is possible to achieve more. The main objective was to improve the overall performance of the internal teams in the long term.
The solution
In order to achieve these goals, we implemented dedicated go-to-market, targeting and evaluation strategies. To build these strategies, we translated Gymlib’s vision into a clear conquest strategy and a powerful sales message that will resonate with their target.
We then built the “sales playbook”, summarizing all the information about Gymlib and the main selling points. It contains custom email templates and sequences, call scripts, best answers to prospect objections and a qualification script to help discover needs.
This playbook is given to the BDR. With years of experience in B2B phone hunting, they love their work and are driven by their determination and their desire to excel. Full-time dedicated to Gymlib and educated on the market, they quickly mastered the product and adopted an expert approach. With the help of the best prospecting softwares and the playbook, they were able to implement the strategy developed earlier without wasting time, and make several hundred calls a day for more results.
In order to allow BDR to stay focused on the calls, we have generated their leads, managed their email sequences and automated repetitive tasks. We have created a list of qualified leads in agreement with the criteria established upstream with Gymlib, and enriched it with phone contacts, emails, and other important data.
The results
Through an effective business development strategy with Suxeed, Gymlib has been able to meet with many large players in their market, such as the following companies:
Our conclusion
During our collaboration with Gymlib, which markets an innovative and inexpensive product, we were able to observe that it is possible to double your performance by implementing sales prospecting effectively. Through the strategy that we implemented, we were able to double their number of meetings from 20 to 40 appointments per month per BDR.
As a result of the collaboration, Gymlib recruited the BDR that we had positioned with them and were able to maintain, thanks to the training received and the recruitment, a long-term rhythm of 30 new meetings per month per BDR. They were therefore able to achieve a growth of almost 80% on their sales prospecting by going from 140 to 250 meetings per month brought in by the BDRs.
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