Case Study: US IT Consulting Firm achieves reduced wasted calls and increased sales efficiency with Callbox

IT Firm Uses Callbox to Divide and Conquer Market

US IT Consulting Firm, a renowned U.S.-based IT consulting firm serving commercial and government organizations, was struggling with inefficient appointment setting after working with a North American telemarketing provider—many meetings were with unqualified or unready prospects. To better allocate its in-house sales resources and identify narrowly defined potential customers, the US IT Consulting Firm engaged Callbox for a profiling campaign to segment the market and build definitive customer profiles.

Callbox conducted a targeted profiling campaign, using survey questions to capture prospects’ communications setups and voice/data contract expirations, then mapped timelines and segmented contacts by decision stage, budget, purchase history and urgency. Callbox’s insights (not direct selling) enabled the US IT Consulting Firm to time follow-ups and tailor messages, leading the client to re-sign and expand the campaign into three additional states—reducing wasted calls, increasing sales efficiency and boosting overall sales activity.