Methodics + EBQ
The Challenge
Methodics has a long, involved, and complicated sales process because they need to schedule an evaluation for any incoming customers. These evaluations can be completed in a couple of weeks, but some can last more than a year. The Methodics team also needs to integrate with their clients’ engineering systems — thus increasing the number of variables that Methodics does not have total control over.
Methodics’ sales team is composed of 2 members to serve their worldwide customer base — with distributors siloed elsewhere. Because much of the sales team’s time is spent on activities not directly related to the sales cycle, it does not leave a lot of time for their salespeople to cold call and prospect.
Finding time during the day to pick up the phone and call companies to get all the information needed is a very time-consuming process. Since Methodics’ sales team is focused on these ongoing sales opportunities, Methodics needed help with picking up the phone, being persistent, and filling the top of the pipeline.
The Solution : Lead Generation Department at EBQ
Jerry Brocklehurst, EVP of Sales and Marketing, had used EBQ in 2013 with a different company. He thought EBQ would be a good fit for Methodics because they were already using Salesforce and already had lists of active leads to call. He reached out to EBQ because Methodics needed assistance building out additional calling lists along with implementing the calls.
Methodics brought EBQ on board to handle “filling the top of the pipeline” and to get new opportunities in the door. EBQ did more than just make phone calls and find the right people. They provided qualified leads for Methodics to engage with.
That said, EBQ not only grew the funnel with people who have already been approached — but with targeted prospects worth talking to who were facing problems Methodics can solve. EBQ relieved the stress of making calls, vetting calls, and screening out people who aren't relevant for Methodics.
The Results
“Working with EBQ, everybody is exceptionally professional, and the EBQ team keeps a certain amount of professionalism involved with all initial engagements. I’ve never had any concerns about it. Methodics is on track,” said Michael Munsey, VP of Sales.
Methodics has had three consecutive years of growth in revenue that EBQ is responsible for. EBQ went through the list of Methodics’ prospective clients and determined the best method to contact those leads. EBQ did this by researching and locating their contact information, which saved a lot of time for Methodics. Methodics no longer had to do the legwork that needed to go into starting a campaign from scratch.
EBQ was able to connect with prospects, confirm that meetings were set-up with the right people, and ensure that the proper objectives were in place before Methodics spoke to them. EBQ provided quality data reporting, such as tracking the number of people they have called and updating Methodics’ Salesforce with the most accurate information.
The most critical aspect of Methodics’ relationship with EBQ was getting qualified leads into the funnel. Methodics received qualified leads and database updates without their team having to make the tedious effort of updating the internal databases.
“Every Monday I look at my weekly to-do list. I have my usual meetings that I do with my ongoing sales opportunities, but there’s always a couple of new opportunities for me to engage with on a weekly basis,” said Munsey.
He went on to say, “Sometimes it’s two or three or four meetings a week. I don’t have to take away time from closing deals to be able to get those new prospects moving forward.”
I don’t have to take away time from closing deals to be able to get those new prospects moving forward.
Methodics + EBQ
EBQ Data and Appointment Setting helped Methodics find contact information and set appointments with decision makers.
