How Nibelis achieved their growth targets through sales prospecting
“Suxeed helped us make the business development model work for our team of a dozen sales reps. We have an in-house Outbound team as well, but it was not enough to meet our growth targets and Suxeed proved to be a good solution from the start. Thanks to the performance generated with Suxeed, we tripled the size of our Outbound team in the first six months. ”
Vivien Ambert, Sales Manager France Nibelis
Quick look
- Business : B2B SaaS
- Market : HR, payroll management
- Need : Generate qualified meetings for the 45 Account Executives
- Target : 10 qualified meetings a month
- Results : Up to 15 qualified meetings per month per FTE
Download the use case summary in PDF format : download
The company
Nibelis is the leading HRMS (Human Resource Management System) solution for payroll and human resources management, helping companies to manage talents, payroll and holidays more efficiently.
The challenge
Suxeed worked with Nibelis to allow their team of Account Executives to focus on closing deals and help the company achieve their growth targets. Nibelis also faced a number of challenges, including the difficulty in ramping up the BDR team, and finding a new approach to deal with an increasingly difficult market.
The solution
In order to achieve these goals, we implemented dedicated go-to-market, targeting and evaluation strategies. To build these strategies, we translated Nibelis’ 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 Nibelis 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 Nibelis 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 Nibelis, and enriched it with phone contacts, emails, and other important data.
The results
Through an effective business development strategy with Suxeed, Nibelis has been able to meet with many large players in their market, such as the following companies:
Our conclusion
Our work with Nibelis has demonstrated through its results that the outbound sales strategy, as we implement it, is relevant and effective, even in a difficult market and on technical topics. The prospecting strategy implemented with Nibelis has proved to be very effective with results of up to 15 qualified appointments per month and 2 additional Business Developers hired.
Visit our blog to learn more on topics like business development, sales and cold calling that will help your business achieve high growth! Don’t forget to check out our other case studies to discover what results business development has brought to other B2B tech companies.
Want to achieve the same results? Write to our CEO Ephraïm Bismuth to find out how to adapt the business development model to your own company!
Follow us on social media for more sales and business content!
