Lead qualification, telemarketing, appointment setting, database nurturing
Activity Outputs:
Consistent pipeline of warm meetings
Improved engagement with target accounts
Ongoing database development and insight
Workshop Marketing is a specialist B2B marketing agency. With a distinctive proposition and a clear target audience, Workshop understands the value of strategic outreach in starting the right conversations with the right people.
To support its own objectives for growth, Workshop teamed up with Bollin Green to strengthen and scale its outbound lead generation capacity.
Rather than diving straight into calling, Bollin Green got to know Workshop’s business inside out, including the services it offers, its messaging and ideal customer profile so that every call felt informed, authentic and consistent.
“From day one, Bollin Green really took the time to understand not just what we do, but how we position ourselves and who we want to speak to. That gave us total confidence that they could represent Workshop in exactly the right way.”
Helen Walker, Client Services Director at Workshop Marketing
Reflecting Workshop’s values
As a marketing agency, Workshop well understands the importance of brand perception. Any outbound communication therefore needed to reflect its positioning: professional and insightful as well as personable.
Workshop rolled out a series of direct mail campaigns to its carefully curated target database, designed to capture attention and spark interest. Bollin Green then followed up with timely, professional calls to build on that initial engagement.
This coordinated approach produced a strong success rate in securing initial meetings. Prospects are already familiar with Workshop’s offering when the call comes in, creating warmer and more productive conversations from the outset.
“The combination of direct mail and Bollin Green’s follow-up calls works very well for us. By the time they speak to a prospect, they’re already familiar with our brand, which makes the conversations that much warmer and more productive.”
Helen Walker, Client Services Director at Workshop Marketing.
Importantly, Bollin Green’s role extends beyond appointment setting. The team maintains regular contact with Workshop’s prospects, scheduling callbacks and ensuring that opportunities are not lost due to timing.
Communication and teamwork
Communication is central the partnership’s success. Regular status calls provide an opportunity to review campaign performance, discuss feedback from conversations and refine messaging where necessary, leading to continuous improvement in outcomes.
When meetings are secured, Bollin Green supplies detailed lead sheets outlining the context behind the opportunity, including the prospect’s current situation, key challenges and level of interest, allowing Workshop’s team to go into each conversation fully prepared.
Bollin Green’s team represents Workshop with warmth, professionalism and confidence. Calls are friendly and consultative rather than pushy or aggressive, reinforcing Workshop’s core brand values and ensuring that prospects feel respected and understood.
Bollin Green acts as a seamless extension of Workshop’s own team. Through strategic follow-up, consistent communication and thoughtful data nurturing, the partnership continues to generate a reliable stream of qualified meetings, supporting Workshop’s growth while protecting and enhancing its brand reputation.
“What we value most is that Bollin Green really complement our own team. Their communication is excellent, detailed and useful, and we know every call is handled in a friendly, professional way that genuinely reflects our brand.”
Helen Walker, Client Services Director at Workshop Marketing
Joe Green
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