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Challenge
As a young Munich-based startup, DIGISALE faced the challenge of getting small and mid-sized publishers excited about its innovative solution for digitalizing sales in the publishing industry. CEO and Co-Founder Marcus Tütsch wanted to explore new ways of reaching potential clients – beyond traditional cold calls or email campaigns, which often get lost in the crowd.
The target group – decision-makers in the publishing industry – is notoriously hard to reach. On top of that, DIGISALE lacked experience in social selling, making it difficult to effectively engage such a demanding audience. Marcus was looking for a way to quickly build visibility, generate qualified conversations, and gather valuable feedback to further develop the product.
Solution
We began the collaboration by fully optimizing Marcus’s LinkedIn profile to position both him and DIGISALE as credible and trusted experts in the publishing industry.
At the same time, we developed a highly targeted outreach strategy tailored to a difficult-to-reach audience on LinkedIn: publishers. Through in-depth analysis of their specific needs and by combining several sales tools for data collection, we identified a niche segment that was largely overlooked by other providers – a “blue ocean” for outbound outreach.
Working with Leadtree was a real surprise – we suddenly had so many meetings that we had to hit pause just to keep up! What impressed us most was how quickly we got in touch with decision-makers in our target group and closed our first customer within just three months.
– Marcus Tütsch, CEO & Co-Founder of DIGISALE
Using precise segmentation and our expertise in audience targeting, we identified the right decision-makers and crafted highly personalized messages.
Our messaging strategy was built around A/B testing to continuously improve performance. Every message was customized to spark curiosity and create genuine dialogue – rather than coming across as a typical sales pitch.
By fully managing LinkedIn as a sales channel, Marcus and his team were free to focus on meetings and their core business.
We also tailored appointment scheduling to Marcus’s preferences. While we carefully qualified contacts, we intentionally included conversations with “B- and C-tier” prospects as well, since Marcus was eager to gather feedback from outside his core audience.
Results
Our collaboration with DIGISALE delivered impressive results: even during the typically quiet first week of January, Marcus’s calendar was filled with an average of six to seven qualified meetings per week. In peak weeks, up to ten meetings were scheduled.
Marcus’s LinkedIn network grew rapidly, and the reach of his posts tripled – significantly boosting DIGISALE’s visibility within the publishing industry.
After just three months, DIGISALE closed its first customer deal – a major milestone for a young B2B startup, especially in an industry where sales cycles often take six months or more. The conversations with decision-makers also provided valuable insights into the expectations of the target group, which DIGISALE used to further refine its product.
Our approach created a sustainable pipeline of qualified leads – driving not only short-term success, but also long-term growth potential.
