TalkTales Entertainment took a running jump into virtual events at the beginning of the COVID-19 pandemic. With a number of challenges facing her, owner, Shana Race, brought on Vanguard Prospecting in an effort to identify opportunities for sustainable growth.
In the first three months of working together, Vanguard Prospecting generated an 11.9x Return on Deployed Capital (RDC) for TalkTales Entertainment which has funded a number of aggressive growth projects.
In the first three months, Vanguard Prospecting generated an 11.9x Return on Deployed Capital (RDC) for TalkTales.
LET’S GET THAT BREAD
When Vanguard Prospecting initially engaged with TalkTales, the primary channel of new client acquisition was inbound marketing strategies and referrals. Shana had been producing podcast content that was being streamed through every major platform and available for free to listeners. TalkTales: «Cheaper Than Therapy» Bartender Advice Line, had generated a substantial following over the course of its lifetime. The sales processes and client acquisition strategies had not yet been solidified. Sales were more or less ad hoc with no consistent pipeline or revenue.
After an initial assessment of the value proposition and strategy meetings with the client (October 2020), Vanguard and TalkTales Entertainment agreed on an affordable yet aggressive social selling and outreach program to promote the product and engage with HR leaders across the U.S. The initial program included four crafted social copy tests and two Ideal Customer Profiles (ICPs) which were to be A/B tested and evaluated in an effort to refine future targeting, identify key copy elements for increased sales conversions, and improve pipeline production.
Within the first month of the engagement, Vanguard Prospecting experts produced 36 Sales Accepted Leads (SALs) which in turn generated a 2.66x Return on Deployed Capital (RDC). Initial sales metrics showcased a winner in the copy for solicitation. From there we continued to make minor augmentations to the copy. Improvements were made to challenge and address critical prospecting objections. Additionally, we were able to identify a well-defined ICP. These key components allowed internal stakeholders to rapidly pivot and experience multiple successes over the next two months. The total RDC is equal to 11.9x and the total number of SALs produced is 82 (as of this publishing).
The outbound efforts developed by our team have been automated and scaled and will continue to generate revenue. Additionally, in agreement with the client, Vanguard Prospecting has also facilitated the following opportunities:
A line of high-end eCommerce cocktail kits and barware with educational materials enclosed. This includes a strategic partnership with a dropshipping supplier.
The agreement of a new inbound marketing program including a website rebuild funded entirely by revenue produced by the Vanguard Prospecting team.
A strategic partnership with a top-tier event booking agency.
An active investment opportunity with a 4 Venture Capitalist firm.
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