How Labra achieved 60% more business opportunities and expanded in Brazil

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Labra is an advertising agency based in Rio do Sul, Santa Catarina, specializing in industries . It has been in existence since 2012 and has always relied on traditional means of attracting new clients. This involved referrals and active prospecting.

A few years ago, Labra added Digital Marketing to its “menu” of solutions, which includes inbound and automation, content, paid media, SEO, web design and website development, as well as virtual and augmented realities. This important step also brought a culture of growth based on multi-channels.

Labra's business challenges
The rise of digital brought both benefits and drawbacks. Over time, his active prospecting strategies were no longer effective. The waste of resources led to Anderson’s dissatisfaction and a desire to change the game.

Labra's CEO mapped out three main problems in the Outbound Sales operation:

Manual research methods and prospecting list assembly , which took up a lot of the pre-sales team's time. Productivity dropped every month and was reflected in low or poor sales;
Contact list generation tools that didn't work: the numbers whatsapp data showed that, despite investing money in websites that promised to deliver potential clients for prospecting, many delivered non-strategic contacts (usually outsourced accountants, registered with the Federal Revenue Service) or even ghost contacts (data from people who don't exist, created only to increase the volume of the list);
Contact list generation tools that did not integrate with your CRM and made the sales process slower, in addition to the loss of data that would allow analysis of results and intelligence for the operation.
How was the implementation of the Intexfy Platform?
“We only closed a deal with Intexfy because of a phone call from you. It was exactly when I was dissatisfied with the tools I had already contracted. The approach was also completely consultative: your specialist opened my eyes to my reality, to the expenses I was having and to the differences that make you more than just a tool” – Anderson Lorenzini. “It was with you that I understood that my pre-sales team spent 20% of its time manually creating lists, because traditional tools did not deliver results”.

After the diagnosis and the decision to change Labra's direction, Anderson and his pre-sales team went through the onboarding stage, where they saw Intexfy's refinement cycles highlight its best customers. This defined the ideal profile for the next stages. Having Customer Success consultants was also a differentiator that made the experience even better, since, with this, Labra and Intexfy would always be on the same page.

CS was also extremely important in educating us on how to use the platform. “It was through your support that we understood that machine learning would depend on our feedback. After that, and with the analyses that your interface offers us, it became easy to understand how to take advantage of smart lead relationships.”

Results achieved
“Investing in Intexfy has paid off for Labra. The investment has already paid for itself several times over.” The 60% increase in new business opportunities meant that 80% of the smart leads generated became real sales opportunities . This resulted in a 17x return for Labra. “Today, contacts only fail to advance in the sales funnel if they are not at the right time. Because the quality of the leads is really very good,” says Anderson.

And the return was not just financial. Relying on Intexfy’s business intelligence allowed the pre-sales team to focus exclusively on prospecting and qualification techniques. They no longer waste 20% of their time, meaning they gained 10 hours per week on approaches and follow-ups. “Less is more. Before, we needed a huge list of prospects to advance some of them in the pipeline. Today, we don’t depend on volume and dedicate more time to each contact.”

In addition to all these gains, Labra was also able to expand its territorial presence. “We started to enter regions that we did not serve before. Two more regions, to be exact .” This is being made possible with the market analysis tools offered by Intexfy.