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How BBMG added 500 engaged subscribers to its newsletter in less than 6 months

BBMG Consulting creates tailor-made brand solutions for companies with a passion for sustainability.

  • Industry: Agency/Consultancy
  • Location: USA
  • Integration: Outfunnel

By integrating Pipedrive and Outfunnel, BBMG Consulting was able to add 500 engaged subscribers to their newsletter in less than half a year.

500

Amount of engaged new newsletter subscribers

6

Number of months it took after implementing Pipedrive

15

Number of team members at BBMG

Challenge

Because of the company’s tailored approach to consulting, BBMG’s sales process involves a lot of work. Selecting the right prospects is time-consuming and once the right match is found the team needs to put in a lot of effort to seal the deal.

BBMG’s lead generation process is, much like their services, very bespoke. For the most part, they rely on organic search, referrals, former clients and people in their network to source new clients, which has worked well. However, Business Development Manager, Liz Courtney wanted to take their inbound activities up a notch through newsletter marketing – something they couldn’t invest much time into.

Before our very first meeting with a client there’s a lot of work involved. We talk to consumers, draft up a solution and enter the room with a thorough understanding of our prospect’s challenges. Yes, the process does take a lot more time, but our unique approach is often what gets us hired by companies with the values we’re looking for. One of the channels we have in place for acquiring leads is a newsletter sign-up form on our website. From time to time, we have people sign up, but they aren’t being monitored or contacted personally. They also aren’t being added proactively which makes our newsletter stats a total mystery.
LC

Liz CourtneyBusiness Development Manager

I would lose track without Pipedrive. It’s the place where I can dump everything and still keep it organized. If a particular conference resulted in a lot of leads then going again would be a worthy investment. Similarly, if a certain contact sent us many leads, then we would show our appreciation and prioritize sustaining that relationship. Every lead may not be an immediate opportunity, but with an active newsletter campaign, we are reminded about their interest in BBMG every month. So, when the time comes for a sustainability-focused rebrand, we’ll hopefully be the first agency they’ll call.
LC

Liz CourtneyBusiness Development Manager

The solution

After searching for something intuitive and simple to manage their sales process, they came across Pipedrive, an agile and customizable alternative that turned out to be a great fit.

Over the course of five years, Liz has used Pipedrive to keep track of her daily activities and define her sales process. Using custom fields, she can add invaluable details to each contact, including where leads came from so, they can monitor the success of different lead sources.

Liz found Outfunnel, a marketing tool that helps sales teams automate their marketing campaigns, in the Pipedrive Marketplace less than a year ago. In addition to syncing Pipedrive contracts with BBMG’s mailing list, Outfunnel tells Liz when people open or click on newsletters which ensures she’s remarketing to contacts more consistently and without all the manual work.

The results

After adding Outfunnel to her sales process, Liz was able to add 500 subscribers to BBMG’s monthly newsletter. This increase to their subscriber base increased revenue for BBMG and transformed the newsletter into a long-term source of new opportunities.

Automating repetitive, behind-the-scenes activities like adding people to their newsletter list helped Liz focus her attention on clients, while also enabling her to target better leads.

It happens in the background and gives me more intelligence. I don’t have to manually add people to our newsletter, plus Pipedrive and Outfunnel are super affordable, and as a small company our marketing budget is pretty slim, so I appreciate that! Having systems that automate little tasks is helpful. Pipedrive and Outfunnel is like having my own personal assistant.
LC

Liz CourtneyBusiness Development Manager

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