Guillaume Helye

SEVENTIC

Activity: Commercial prospecting agency focused on large accounts

Seventic contacted me to outsource a prospecting mission for a unified platform editor for finance, purchasing, and procurement. The editor is a challenger in the market and targets large companies, mostly listed in the CAC-40 or SBF 120. The agency needed a sales expert in B2B appointment setting, capable of navigating large accounts to identify and reach decision-makers in these large companies (purchasing, logistics, finance), and to generate appointments quickly.

Skills Deployed:

• Integration – enrichment – extraction of several business and contact prospecting files.

• Structuring – configuration of a CRM for the needs of complex prospecting in large companies.

• Multi-channel prospecting – creation of email templates specific to each stage of prospecting. 15% email response rate.

• Account mapping: reporting identified contacts, decision-makers, decision-making processes, and existing equipment.

• Detailed weekly reports and end-of-mission summaries: analysis of offer reception, file quality, target and discourse adjustment.

Performance Indicators:

• Number of days worked: 14.5, including 10 days of prospecting

• Calls: 808

• Decision-makers identified: 31

• Pitches: 27

• Actions to be taken: 10

• Appointments generated: 5

My generated appointments led to opening cycles in large companies, which can generate high added-value sales in the medium term for Seventic's final client.

Activity: Outsourced commercial prospecting agency

Context: FSG contacted me because they were facing a peak in activity requiring a Senior Salesperson expert in IT B2B lead generation, available immediately. They entrusted me with the management and execution of a qualified appointment-setting campaign on behalf of a cybersecurity editor.

Skills Deployed:

• Development of a telephone interview guide/sales pitch based on the briefing and provided documentation.

• Speech training through AI-powered telephone interview simulations, with progressive difficulty. This innovative approach led to a rapid increase in the conversion rate.

• Telephone prospecting on the client's CRM. Organization/prioritization of prospecting to optimize the contact rate, which is usually low for a target of 500-1500 employees.

• Real-time enrichment/updating of the client's database.

• Regular reporting and updates allowing for reactive adjustments in tandem with the campaign manager.

• Drafting summary sheets for opportunities identified.

Performance Indicators:

• Number of days worked: 12

• Including commercial production days: 10

• Calls: 853

• Call time: 15h 56m

• Pitches: 53

• Appointments generated: 12 (> 200% of initial estimates)

• Confirmed contacts: 250

• New contacts created: 57

My service enabled FSG to meet its client's expectations, and even exceed initial performance estimates by generating more appointments than expected, thus retaining their client for future campaigns.

Activity: Business school offering a leading BAC + 5 degree in digital, e-business, and marketing

Context: In a full development phase since its founding two years ago, the school engaged me to recruit students to fill its classrooms. Facing strong competition, the school was building its reputation and therefore needed an experienced salesperson to structure and manage the recruitment cycle autonomously.

Performance Indicators:

• Mission duration: 74 days

• 780 contacts processed

• 3159 calls

• 385 contacts pitched

• 238 contacts interested in the program

• 30 students registered for the school's open days

• 25 applications submitted

• 3 students enrolled in the program

• €24,000 in revenue generated for the school.

I managed the entire campaign from A to Z, completely autonomously:

• Configuration of a custom CRM for intensive, organized, and tracked prospecting needs: statuses, custom properties, email integration...

• Development of email sequences corresponding to all stages of the prospect journey, with a style and language adapted to the student/digital marketing target (9% response rate).

• Multi-channel prospecting: email, phone, LinkedIn, WhatsApp. International calls, including several interviews in English.

• Regular video activity reports.

• Recommendations to refine the sales and communication strategy.

My collaboration with Paris Digital School generated a direct return on investment in under 12 months and the implementation of an effective and sustainable prospecting structure.