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Our customer develops advanced B2B Financial Software and Solutions tailored for SMBs. Their flagship product, CurrencyXchanger (CXR) & KYC solutions, is used by thousands of Currency Exchange Professionals around the world.
Our customer initially relied only on inbound channels, which worked well until they hit a point where scaling became tough. They realized they needed to branch out to outbound efforts to catch more opportunities.
SalesNash entered the picture and had to compete not only with the client’s inbound flow but also with other lead gen agencies the client was testing. Over time, we helped broaden their target audience – though it was a pretty niche market to start with. Despite a tight competitive environment, our client has been sticking with us since 2022, and we’ve managed to outpace other agencies and make a real impact.
As we got deeper into the project, we started going beyond basic email and LinkedIn outreach. We took over their LinkedIn content strategy, added phone calls, and even started using SMS to reach more leads.
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The client wasn’t exclusive with us and kept a close eye on budgets. Every quarter, we had to prove we were worth sticking with, and cost per appointment was a key metric.
The target audience already had solutions in place, making it hard to stand out.
Our client’s AML software is more suited for businesses with physical locations, which made tailoring our outreach research a bit tricky.
Although inbound traffic was decent, the client didn’t have a dedicated marketing team, and their materials were pretty basic—meaning our efforts were sometimes slowed down by a lack of polished resources.
The onboarding was quick and smooth since the client gave us a very specific ICP to target. Though there were challenges at first, our research team adapted quickly to the niche requirements – primarily Currency Exchange & Money Transfer businesses with physical locations. We later expanded our efforts to Crypto exchangers, Crypto businesses, Real Estate, Jewelry, Precious Metals, and other areas, constantly refining our target lists.
All the messaging, strategy, and content were handled on our side, with input from the client to make sure we were hitting the right tone.
We had our highs and lows due to the narrow ICP and seasonal demand shifts. We nailed our first appointments within the first month, achieving solid results by month two. Then, we hit a rough patch in Month 3 – a slowdown worse than the usual December dip. The two big reasons: we ran out of perfect prospects, and the market hit a slow demand phase.
Our customer decided to hit pause for a couple of months to minimize risks. But we weren’t done – our team built a strategy to re-engage with past prospects and broaden our target to new verticals. The success of this pivot and mixed results from other channels brought our client back onboard, leading to a strong quarter.
Our adaptable approach delivered solid results:
Elevate your lead generation strategy and join industry leaders who’ve unlocked unparalleled growth.