partners with VE to align
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About Our Client

Guardian Booth

Guardian Booth is a manufacturer and distributor of prefabricated booths. Established by two friends Abraham Taub and Abe Breuer, the company offers customized booths, enclosure or guards that are specially designed keeping comfort, ergonomics, and safety in mind.

Company

Small-sized prefabricated booth manufacturing firm

Location

Waynesboro in PA, EL Paso in TX, and Juarez in Mexico

Project Overview

Getting started

Guardian Booth approached Virtual Employee with declining sales numbers, and increasing employee costs during the pandemic. Apart from developing a strategy for combating the unpredictable forces, it was necessary to understand and change what wasn’t working in their sales approach.

What they wanted? B2B sales handling and lead generation.

What we did? Implemented best practices for sales strategies.

The results Achieved sales targets and nurtured cold leads.

Challenge

The problem at
hand

Guardian Booth's traditional sales approach was failing in the post-pandemic market. The sales process was long winded and the prospective clients had to pass through several sales experts.

Frequently, clients had specific demands for which custom booths had to be created, and there was no predetermined pricing structure for such customization. The process was extremely complex and required checks and permissions from multiple departments. The lead generation platforms used by Guardian Booth did not match well with the target market for their product.

Solution

A plan for the
change

Our sales expert was embedded within their in-house sales team. His role was to offer a fresh perspective on the sales channel and collaborate on close quarters to bring about successful results.

The next step was to plan a new sales approach that could resolve the errors and can also be implemented given the nature of Guardian Booth’s business.

Studied the sales approach

Identified the errors

Devised a new sales strategy

Initiated different mediums for lead generation

Established a clear sales channel

Nurtured cold leads and make them sales worthy

Strategy

Running
strategy.exe

Putting all eggs in separate baskets

Rather than depending on a single source for leads, it was decided to open up several other channels and keep a close watch on them.

The sales team was responsible for handling inquiries, assessing their purpose, recording important information, and then pushing it through the lead handling channel.

Chatbot

Monitored by the a designated team during office hours, and another outsourced team during off-office hours.

Social media

Enquiries made on Facebook and LinkedIn were guided to the sales team. The team also handled other in-bound enquiries via calls.

Websites

Leads originating from the forms in the Customized Quote Request section, Build and Price section, Gallery section were guided to the sales team.

Emails

Leads were identified from the company ID and the ones directly sent to the sales team's email.

Simple flowchart for effective results

A workflow was created to ensure that all leads passed through the same process. This workflow mapped the entire buyer journey. With the workflow in place, it became much easier to keep track of the leads, and understand the pain points of the user.

For instance, if a lead could not be successfully transformed into a buyer, it was easier to identify the stage they were lost. The flow also gave rise to an opportunity for nurturing cold leads, understanding their requirements better and offering them customised solutions.

Nurturing the leads to turn them sales worthy

The stage that follows lead generation is lead nurturing. The lead travels through the flow, engaging with different content and experts. The entire process is focused on building trust for a successful conversion. Enquiries are made for their needs, scope of work is identified, segregating the complex leads and bids.

The sales qualified leads will be then be moved to the next stage. While the marketing qualified leads where they would be nurtured further until they become sales ready.

How To Build A PPC Lead Nurture Strategy

Result

A win for our client
is a win for us

After successfully revamping the sales strategy, Guardian Booth's sales department was acknowledged by clients for going out of their way and providing them with what they needed. Their Google ratings also spiked from 3 to 4.8 in the matter of months. The company has now amassed a revenue of $12 million in a span of over five years.

Resource

The sales
gatekeeper

Pankaj Suri

16+ years of overall experience in Operations, Customer Relationship Management & Business Development. Met collective target for the sales team, individual targets, and customer requirements for custom built units.