More sales and leads in Lerta

Challenge

At the beginning of its operations, Lerta focused on selling solutions to large energy groups. However, since 2019, the company has introduced services for SMEs and hired a single salesperson. The company found it difficult to assess the salesperson’s effectiveness due to the low number of newly acquired leads, as there was previously no dedicated person responsible for lead generation. The challenge was to provide the salesperson with enough high-quality leads to work with so that sales would increase. It was necessary to take proper actions in marketing and sales and synchronize everything in terms of timing.

Solution

The first step in Casbeg’s collaboration with Lerta was to audit the sales conversation. Based on the insights and recommendations collected, the existing salesperson improved the effectiveness of their sales talks. Simultaneously, we began executing a marketing plan prioritizing actions that would quickly bring noticeable results. To achieve this, we created a dedicated landing page for a selected service, developed the content, and set up Google Analytics.

We launched campaigns on two channels to drive valuable traffic: a Facebook Ads campaign targeting specific interests and a Google search network campaign. In both channels, we also launched remarketing campaigns aimed at increasing conversions. At the same time, we conducted a second recruitment phase for the company, which allowed us to accurately assess candidates’ experience and sales skills and hire two new salespeople.

Results

The results of our efforts were not just significant, they were impressive. A budget of 1,000 PLN per month for each channel generated over 100 leads in 3 months, and conversion rates increased by an impressive 350% when comparing results from the creation of the landing page to now. Implementing the insights from the sales conversation audit resulted in increased sales. The large number of generated leads not only brought in cash flow from signed contracts but also allowed the company to refine the sales process and onboard new salespeople. The company gained a better understanding of who its current clients are and learned more about the effectiveness and costs of acquiring them through two marketing channels.

Lerta built its brand by collaborating with large energy groups, of which there are only a few in Poland. In the early years, as the selling CEO, I built relationships with decision-makers in corporations through my network and industry events. The market size (regarding potential clients) did not require us to implement a scalable, organized process. When entering the broader B2B market, we were overwhelmed by the challenges—recruiting salespeople, designing collaboration principles, and ensuring an adequate number of leads. At the start of our partnership with Casbeg, we had no marketing, which forced the salesperson to search for leads on their own inefficiently. It was also difficult to track the status of sales opportunities due to our CRM’s chaotic management. Casbeg’s experts helped us design an inbound lead generation process and improve outbound activities.

Would you like to achieve similar results in your business? We’d love to have you as a client. Feel free to contact us at [email protected]