Nordic sales development for Wecheer
Creating pipeline in the Nordic markets for a consumer loyalty platformWecheer, a fast-growing consumer loyalty solution provider based in Switzerland, approached us with an exciting challenge: expand their market presence into the Nordic region through targeted outbound sales efforts via digital channels. Collaborating closely with a fellow freelancer, Rasmus, we joined forces to assist Wecheer in generating high-quality leads and refining their Ideal Customer Profile (ICP) and Target Persona definitions through iterative experimentation organised in 2-week sprints.
Our efforts bore fruit, leading to tens of Sales Qualified Leads for Wecheer, and several commercial proposals to target customers. Our cold messaging campaigns resulted in an average of 35-40% open rates, and 7-10% reply rates depending on the channel (email / Linkedin) and target persona. Our work also helped Wecheer gain more information about the Nordic market to justify a possible larger market entry in the future.
"Miikka and Rasmus brought a fresh perspective to our market expansion efforts. Their skillful use of automation and insightful experiments were instrumental in our lead generation success in the Nordics. We highly recommend their expertise to businesses looking to test & conquer new territories."
Aurèle de Bosset, COO, and Co-founder of Wecheer
How did we achieve this?
Our strategy revolved around leveraging digital channels to create a robust outbound sales engine, and working in 2-week sprints to review results and plan new experiments.
We implemented advanced email and LinkedIn automation using tools like Lemlist and Apollo.io. The automation workflow was integrated with Wecheer’s existing sales funnels on Hubspot. This allowed us to identify and engage potential leads efficiently.
We collaborated closely with Wecheer to refine their Ideal Customer Profile and Target Persona definitions. Through several experiments, we fine-tuned our messaging and outreach strategies to resonate with the Nordic audience.
One key discovery was the importance of native language messaging. We found that communicating with prospects in Finnish and Swedish, the local languages, significantly increased response & booking rates compared to using English exclusively. In addition, personalisation of messaging and using customer references relevant to the target personas industry were found effective.
- Lead Generation Automation using Apollo.io and Lemlist, integrated to Hubspot
- Ideal Customer Profile & Target Persona validation
- Messaging experimentation in three languages (FIN, SWE, ENG)