Company Target & Verticals
Berger-Levrault provides user-oriented software solutions to optimize the performance of public and private stakeholders. BL is a multi-sector international software publisher catering software solutions for HR, Payroll, Finance, and ERP. Berger-Levrault contracted Martal Group to create outbound direct sales channels in the US and Canada.
Industry Software Publishing
Company Size 1800
Brennan Farrel11 y. in B2B sales, Raleigh, NC
Robyn Orsini10 y. in B2B sales, Monteral, QC
What was the scope of Martal involvement
During onboarding, Martal grasped Berger-Levrault’s ICP and product offering, then developed suitable content. The sales team leveraged Martal’s intent data list to find ideal contacts based on prioritized titles.
Launching mixed outbound sequences using email, calls, and LinkedIn outreach to connect with prospects, sell them on BL services, and book demo meetings for BL reps.
Results & Feedback
The impact of the engagement
Berger-Levrault received over 85 MQLs / month and 12 Sales ready leads; 5 of them led to some tangible traction, 2 alone were major opportunities that justified BL’s investment.
Martal Team’s ability to articulate BL’s services to prospects through technological resources was instrumental in winning more clients. Every week, Sales teams had a status meeting where performance and activities were reviewed. In between weekly sync meetings, teams had effective communication via email when SQLs were flipped as opportunities.
Sales strategies used
Omni-channel outreach began with email sequences, with prospects engaged by the campaign’s content receiving calls and LinkedIn follow-ups.