Workplace Training Platform

Results

• Booked 153 meetings
• Doubled meeting rate after first 5 months
• Expanded TAM to 13,324 accounts
• Received 2 potential client referrals

Challenges

When we first started working together, Hone’s cofounder was also the sales rep and the person handling marketing / sales outreach and was relying heavily on inbound leads. The initial company size and personas we were going after needed to be tested and adjusted. They really needed to bring in discovery calls to hit some lofty goals set by their investors and so they could hire some reps to assist the cofounder.

Solution

We built a Total Addressable Market focusing on smaller companies, HR titles and VP and Head of other departments. Then we created a playbook that went into detail on each vertical and persona. After running the campaign for a few weeks, the SalesReply team noticed that the VP and above titles of departments outside of HR were not the right fit and were able to let our client know their target audience might be different than they originally thought.