Pickers, boosting activity post COVID-19

Pickers has been using the Blacksales since 2018 to accelerate its business development. Thanks to this collaboration, Pickers has been able to obtain numerous growth opportunities and sign new customers.

PICKERS was looking to revive the business following a very difficult period during the 2020 confinements. Today, the support of Blacksales allows them, among other things, to obtain many more appointments and to sign new customers more easily.

Find out how Blacksales supports PICKERS

The Issue :

A good year for PICKERS means about 80 quotes sent, of which 25 to 40% are won. It was therefore necessary to generate the most qualified appointments possible.

The Solution:

Blacksales enables it to generate a good "bottom line" thanks to the quality of the campaigns and a precise and transparent follow-up of each lead.

The Results :

In 2020, at the height of the COVID period, nearly 50 appointments will be generated on a regular basis over the months, with highly qualified prospects!

The context

The Digital Acquisition agency PICKERS, based in Paris and Lyon, has been benefiting from blacksales' solution and support since the end of 2018. The COVID crisis was particularly hard on existing clients and therefore on the agency, which had to diversify their sources of new deals very quickly. All this on the scale of a small structure, which must do everything to avoid weighing down its CRM and acquisition processes.

The Issues

As a digital acquisition agency, PICKERS assists its clients in their online communication strategy and, in particular, in the management of advertising budgets. It is therefore necessary to target only the most active companies in terms of digital communication and advertising (Google Ads, Social Ads, etc.). To guarantee viable gross margin levels for the company, lead qualification is therefore one of the most crucial issues.

The Response

The Blacksales platform and in particular the daily support of the Customer Success Managers allows Clément to guarantee a "mattress of leads" that is totally complementary to his other prospecting actions. While monitoring the arrival of Blacksales leads thanks to the very clear tracking table, Clément takes advantage of the time saved to develop his Inbound Marketing efforts and hunt for "hot" prospects in a very individualised manner.

Results Achieved

Blacksales has become PICKERS' main partner for generating qualified and regular appointments each month. Maintaining sales cycles of around 1-3 months for small accounts, 3-6 months for large accounts, allows the agency to meet its annual new business and gross margin targets.

Establishment of a well-defined segmentation between BtoB and BtoC with very different and adapted discourses.

A great success was the proposal to launch a new campaign to address the DNVB (digital native vertical brands) target group, which corresponded perfectly to Pickers' needs.


Timeline of the collaboration

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