The Challenge:
Until 2023, Transport Lyon had no internal outbound infrastructure to speak of. The company instead relied on inbound motions to feed its pipeline. So, when Mathieu joined in early 2023 as the company’s Account Executive, it was up to him to build the outbound sales engine from scratch.
Since Mathieu was the only outbound player for Transport Lyon, his choice of tools hinged heavily on features that would enable him to make the most out of his time and maximize productivity.
Things he was looking for in an ideal solution included:
- Multichannel engagement automation across email, LinkedIn and cold calls
- Accurate & valid B2B contacts and email reveals
- Tight and reliable integration with existing Membrain CRM
The Solution:
After Transport Lyon’s leadership team discovered Ubico via a referral, Mathieu was able to leverage the features he needed to ramp his outbound workflows, fast.
He took advantage of the searcher’s detailed filters - such as “sub-industry segments” and “active job postings” - to pinpoint Transport Lyon’s ICP and find leads with high intent.
He was able to implement new multichannel prospecting tactics to expand Transport Lyon’s pipeline via Ubico’s Engaged Leads Reports & Custom CRM workflows.
Using liquid syntax in his outreach templates, he managed to scale his personalized campaigns without losing time on individual leads.
With Ubico’s human-like sending algorithm, Mathieu optimized his deliverability to keep his outbound emails flowing without a hitch while maintaining his sending reputation.
Results:
Within 9 months, this one-person outbound sales engine had become a major driver for Transport Lyon’s sales pipeline!
- 45+ meetings booked, multiple recurring contracts secured
- Average outbound open rates of 65%-70%
- Email reply rates averaging between 12-15%
Matheiu single-handedly proved how the right tools and strategy can produce incredible results despite personnel limitations; opting for an all-in-one tool gave him the scope to build the agile multichannel motions best-suited to capturing Transport Lyon’s target audience.
