Case Studies

PBSI Technology Solutions

Cracking the Code for Appointment-Setting Success

Ray Cool, CEO
Client Since May 2019

Within the first five months of this calling plan, PBSI had 20 scheduled technology surveys and closed Six new accounts.

Challenge

PBSI was struggling to see continued success in their in-house appointment setting program after three decades of growth. The company was looking for a way to infuse new energy into their appointment setting and help them bring in more leads and sales.

Solution

By adding an outsourced ­quarter-time business development representative (BDR) to their team, PBSI was able to dig into the needs and pain points of prospective customers, which led to an increase in leads generated and qualified. Upgrading to a half-time BDR increased results even more.

Results

The PBSI sales team is now able to deliver the same level of fantastic results as their service team. Within the first five months of this calling plan, PBSI had 20 scheduled technology surveys and closed six new accounts.

Surpassed Expectations

Ray Cool, CEO of PBSI Technology Solutions, went in with realistic expectations when he started his caller plan. He was prepared for results to be slow in the early days of his campaign. However, a slow start is not what he experienced.

Vetted Leads

When Cool and his team hold technology survey meetings with leads, the notes provided by Charlene, his BDR caller from Marketopia, highlight the lead’s pain points, buying motivation and other relevant information that’ll help close the deal. Cool says he’s blessed to have a knowledgeable BDR on his team.

Fast Results

Within the first 30 days of signing, PBSI had more than three technology surveys scheduled with qualified leads. Within the first five months of this calling plan, PBSI had 20 scheduled technology surveys and closed six new accounts.

Appointment Setting Success

After three months, Cool upgraded his calling plan in August 2019 to a half-time, level three BDR, thanks to the results from his quarter-time plan. Before working with Marketopia, Cool used to say his company was “delivery rich, but sales poor.” Thanks to their partnership with Marketopia, that couldn’t be further from the truth today.

We now have a sales team that’s delivering at the same level as the service team, and what’s changed is Marketopia.

– Ray Cool, CEO of PBSI Technology Solutions

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