11 Jun Meet the team – Evelyn Glen: Partnership and the key to B2B lead gen success
Our business is about forming genuine, long term bonds between our clients and the executives they want to to do businesses with. For us, that starts at home. We couldn’t build connections between execs without the bonds we’ve built amongst our in-house team.
Where most companies just pay lip service to a culture of conscientiousness and personal development, we believe we’ve genuinely achieved it. From the top, all the way through to our c-suite, IT department, sales development reps, copywriters and ultimately, the clients we select, we live and breathe our mission of making the world a better place.
We’re extremely proud of the elite team of ‘conscientious overachievers’ we’ve assembled, so, over the next couple of weeks we’re showcasing them. We also asked them what makes the business unique, to give you a sense of who we are and how we’re able to deliver high quality meetings with executives.
Evelyn Glen is a senior sales development rep (SDR) and quality manager. She ensures that throughout our SDR team executives who’ve expressed an interest in what our clients do are actually making it to sales meetings. You can read our blog on the psychology of getting executives into sales meetings here.
Ever since she graduated, she has worked in B2B marketing and lead generation and quickly stepped up to manage a team and handle client services between her company and a major telecoms client.
“I managed the relationship and the quality of leads being sent over to the client. I loved the role, then Nathan (our global strategic relationships manager) got in touch and asked me if I wanted to work for Linked Strategies.”
Ev says Linked Strategies’ unique qualities were clear from the start.
“It’s the talent that we have. You have to be the right kind of person. You have to have good values and the right kind of attitude. If you don’t, you stick out like a sore thumb.”
Linked Strategies is extremely unusual in the lead generation industry. We put our money where our mouth is when it comes to client care and actually guarantee the number of executive leads we will get for B2B clients. If we don’t meet the quota, we work for free until we do.
“We don’t stick plasters on a problem, we will x-ray, we will do open heart surgery until we solve it,” Ev says.
She remembers working with a client who took us a little longer than usual to zero in their messaging.
“They had reservations. We have guarantees, but some people just want to see the results straight away. It took us some weeks to crack that code, but we never stopped trying. We made another change to the copy and overnight we ended up giving them hundreds of quality meetings, with c-suite execs. The tenacity of the team was great to see. We would not give up.”
The campaign ended up being one of the most successful campaigns we’ve ever run. The client’s diary was so full of sales meetings we actually had to slow the campaign for them.
“I don’t think you could do that unless you really care about the client,” Ev says.
With other clients, we hit the sweet spot right off the bat. Ev recalls one that started with us earlier this year. From the get go, they were getting meetings with the exact executives they wanted to do business with.
“It completely blew them away. They got into America, they got into big banking institutions. They were fantastic clients and they worked with us. They were flexible, they were open and they were transparent. They really made us a partner.”
For us, that’s what’s at the heart of great executive to executive campaigns.