Case Study Cold Calling 2.0 Example: HyperQuality Triples Results In 90 Days Note from Aaron: My partner Marylou Tyler was a natural with the Cold Calling 2.0 outbound sales process! Here’s how she helped her first Cold Calling 2.0 client triple their results in 90 days. A Problem Of Inbound Inquiries HyperQuality, Inc., a Seattle-based contact center quality assurance solution provider, has been around for seven years, with customers such as Barclays, Sirius FM, Carlson Travel, AT&T, Orkin, Vonage, and Travelocity. Customers subscribe to their service for $100,000 to $1+ million per year, so every high- quality lead matters, and they used to be hard to generate. Until they met Marylou, HyperQuality got most of their leads from inbound inquiries from people who emailed, filled out forms on their website, or called their 800 number. While the flow of inbound inquiries was consistent, thanks largely to the efforts they made in their search engine optimization (“SEO”) and pay-per-click (“PPC”) programs, too many of the inquiries were low quality leads that didn’t fit HyperQuality’s qualification criteria. Some common reasons included: Budget: There was no defined budget or the budget was far too small. Authority: The decision maker had no idea that someone lower-level in their organization was doing research, and had no intention of becoming involved. Need: The inbound lead didn’t have a recognized problem, they were just “looking around”. Timing: The inquiry had no timeframe, or the timing was too far in the future to be serious. Fit:The inquiry needed a service or product that HyperQuality’s didn’t provide.