Through professional persistence, EBQ’s SDR team helped Cap Patrol quickly generate sales meetings with the right prospects.
Looking to fill a need in the golf industry, George Thurner created Cap Patrol to provide the handicap committee of private and semi-private clubs with accurate, timely and readily accessible information. The program allows clubs to promote fair and honest play amongst golfers while assisting in compliance with reporting of scores.
To sell their solution, Cap Patrol needs to meet with the golf professionals at clubs who make these decisions. This can be a challenge, as those decision makers are often out on the course instead of behind a desk.
“These are busy people that are making these decisions, so we needed to be professional yet persistent in the approach,” said George Thurner, CEO of Cap Patrol.
Cap Patrol knew they had a unique solution and a strong value proposition. But with a hard-to-reach target audience and a small internal team, they needed help getting to the right people and setting sales meetings.
Before turning to EBQ, Cap Patrol previously worked with another lead generation provider. As they looked to grow, they began their search for a new partner that could meet their requirements of professionalism and persistence.
Cap Patrol began their search for a new lead generation partner with a list of around 12 firms, eventually narrowing it down to the top 3. They ultimately chose EBQ for the level of professionalism we brought to the table.
“We were looking at value. We wanted a group that was professional about its approach, that could integrate into existing systems that we had and how we were tracking,” said Thurner.
Initially, Cap Patrol brought on 1 sales development rep from EBQ to start setting appointments. After quickly seeing a large number of sales appointments, they decided to bring on a second SDR.
The SDRs reach out to Cap Patrol’s list of prospects, follow up persistently, and schedule sales meetings for Cap Patrol’s CEO. EBQ’s reps also join meetings to introduce and hand off prospects to their team.
“One thing that I think really helps is the notion of the warm introduction. When meetings are set, to have the representative effectively transition the conversation has worked really well, ” said Thurner.
Cap Patrol also took advantage of EBQ’s data services. EBQ was able to build their calling list with new prospects they could turn to for more outreach opportunities.
EBQ keeps the Cap Patrol team informed on their efforts every step of the way with a custom dashboard for reporting as well.
“They give us access to a dashboard, so we can monitor and track activity. We're never far from understanding where the team is. We know that the team is doing the work, following up, and keeping us apprised of what's happening,” said Thurner.
Within the first 6 months of the partnership, Cap Patrol quickly saw a steady flow of sales meetings from EBQ. Our SDRs have set over 100 meetings, and the conversion rate has stayed consistent with Cap Patrol’s own internal efforts.
“I've been really encouraged and surprised at the infrequency of no-shows at meetings. It shows that the team really solidifies those commitments at the time that meetings are set up,” said Thurner.
This has led to an active sales pipeline worth nearly $500,000, and Cap Patrol has already closed over $50,000 in business from EBQ's efforts. Additionally, EBQ’s efforts provide useful market feedback for Cap Patrol to leverage.
“They're a good sounding board for playing back to us what they're hearing in the marketplace, what type of receptivity. That often leads to a stimulating conversation about what's going on in our world,” said Thurner.
Looking to the future of their partnership, Cap Patrol and EBQ have started strategizing how to take advantage of trade show opportunities and ramp up meetings. As more of their meetings have started converting to sales, Cap Patrol is also contemplating adding EBQ’s sales service to help close more deals.
We were looking at value. We wanted a group that was professional about its approach, that could integrate into existing systems that we had and how we were tracking.