Success stories
Social selling as a driver of success: DIGISALE's path to publishing decision-makers
3 months
1.100 +
6-7
The 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.
The solution
We started the collaboration with a comprehensive optimisation of Marcus' LinkedIn profile so that it also reflects him and DIGISALE as a trustworthy expert in the publishing industry.
At the same time, we developed a precise target group strategy for a target group that is difficult to reach on LinkedIn: publishers. By analysing the specific needs of publishers in detail and combining various sales tools to collect data, we were able to define a niche target group that is rarely addressed by other providers - a "blue ocean" for outbound outreach.
The collaboration with Leadtree surprised us - we suddenly had so many appointments that we had to take a short break to keep up! What was particularly impressive was how quickly we got in touch with decision-makers from our target group and were able to win our first customer after just three months."
- Marcus Tütsch, CEO & Co-Founder of DIGISALE
With the help of precise segmentation and our experience in target group targeting, we identified the right decision-makers and created highly personalised messages. Our communication strategy was based on A/B testing to continuously improve the effectiveness of the messages. The texts were individually tailored to the target group to arouse curiosity and enable a real dialogue instead of being perceived as a typical sales approach. By holistically adopting LinkedIn as a sales channel, Marcus and his team were able to focus on appointments and their core business. There was a particular focus on tailoring the appointments to the founder's needs. We filtered the contacts carefully, but made sure to also facilitate conversations with „B and C customers“, as Marcus deliberately wanted to gather feedback from outside his core target group.
The results
The collaboration with DIGISALE delivered impressive results: In the first week of January - despite the difficult time „between the years“ - we had already filled Marcus’ diary with an average of six to seven qualified appointments per week. In peak weeks, there were even up to ten appointments. Marcus' LinkedIn network grew rapidly and the reach of his posts tripled, significantly increasing DIGISALE's visibility in the publishing industry. After just three months, DIGISALE celebrated its first customer deal - a significant milestone for a young startup in the B2B sector, where sales cycles often last 6 months or longer. The discussions with decision-makers also provided valuable insights into the expectations of the target group, which DIGISALE used to further optimise its product. Our strategy created a sustainable channel for qualified leads, which not only opened up short-term success for DIGISALE, but also long-term growth potential.
Do you want comparable results?
Book your free strategy meeting now and let's take your LinkedIn strategy to the next level together.
No standard solutions - only customised approaches that fit your business.