36
Positive conversations
Referrals to the right person, interested prospects and 3 booked meetings.
ChallengeStart conversations with the people who own collections
Intrum sells credit management to companies with a lot of invoices to chase. The buyers are CFOs, finance directors and credit managers, and they rarely answer a cold approach.
Intrum had a clear list of Danish companies it wanted to reach. It needed a way to open conversations with the right person inside each one.
The goal: at least 10 positive conversations per profile.
SolutionNamed accounts, the right titles and a simple question
We ran outreach from two Intrum sales profiles. Each worked its own list of named accounts, filtered to finance, credit, procurement and customer experience leaders.
We tested three openers. A short, curious question about how the company handles collections won with a 45% reply rate, more than double the longest version.
We also rewrote one profile headline. Its acceptance rate rose from 33% to 40% in the next round.
ImpactAlmost double the goal
Across both profiles, 473 decision makers connected and 147 replied. One in three people we messaged wrote back.
Those replies became 36 positive conversations, against a goal of 20.
25 of them were referrals to the person who handles collections, 8 were interested prospects and 3 turned into booked meetings.