B2B Sales Support for a SaaS Cybersecurity Firm Scaling Across Europe

1. Lead Research & Qualification

Using platforms like Apollo, LinkedIn Sales Navigator, and industry directories, our team curated target lists of:

• IT decision-makers (CTOs, CIOs, Network Managers)
• CISOs in finance, insurance, and e-commerce sectors
• Compliance heads in mid-sized enterprises

Each lead was qualified based on:

• Company size (50–500 employees)
• Annual revenue bracket
• Location and regulatory environment (GDPR-sensitive regions)
• Existing cybersecurity infrastructure (e.g., outdated firewalls, no SIEM)

We fed this list into the client’s CRM with prioritized lead scoring tags.

2. Email Campaign Creation & Management

We crafted customized email sequences based on buyer personas. Each campaign included:

• A/B tested subject lines
• Pain-point-focused copy (e.g., “Struggling with threat visibility?”)
• Value proposition breakdown (real-time alerts, 24/7 monitoring)
• Call to action: Book a demo or reply for a consultation

Tools used: Lemlist, Mailshake, HubSpot

Our follow-up schedule:

• Day 1: Introductory email
• Day 3: Case study + testimonial
• Day 6: Calendar link to book a demo
• Day 10: Final check-in

Open rates exceeded 42%, and we generated 60–80 warm leads per month.

3. Cold Calling & Lead Engagement

We provided bilingual (English & German) calling support to:

• Confirm interest after email opens/clicks
• Introduce the cybersecurity solution and explain USPs
• Pre-screen for budget, timeline, and authority
• Handle initial objections and route hot leads to sales reps

We maintained:

• A 3-call touch strategy
• Time zone-sensitive calling hours
• Personalized call scripts tailored to industry (finance, retail, logistics)

This increased the booking rate by 32% compared to email-only outreach.

4. Demo Scheduling & Calendar Coordination

Once a lead showed interest, our support team:

• Sent personalized demo invites
• Coordinated time zone conversions
• Used tools like Calendly, Google Calendar, and MS Teams
• Sent reminders 24 hours and 1 hour before each demo

We also maintained a “no-show follow-up” protocol with rebooking options.

5. CRM Management (HubSpot & Pipedrive)

We updated:

• Contact status (new, contacted, qualified, demo booked, follow-up)
• Lead scoring based on activity
• Notes from calls/emails
• Demo outcomes and next steps
• Contract status (sent, under review, signed)

Our clean and up-to-date CRM ensured zero duplication and zero dropped leads.

6. Post-Demo Support & Proposal Drafting

We followed up with:

• Custom slide decks tailored to the client’s IT landscape
• Security audit summaries
• FAQ answers and case study attachments
• Proposal drafts and next steps documents

Using templates and input from the sales team, we prepared client-ready proposals in under 24 hours.