Professional Services case study, 2019 to 2022
Doubled PCO Bookkeepers revenue 3 years in a row with CRM-driven lead nurture.
An accounting firm for pest control and lawn care companies had been flat for years. Salesforce CRM and video-led lead nurture turned that around.
Revenue grew 100% year over year, 3 years running.
The firm gets 300+ marketing-qualified leads every month.
Market share doubled in 3 years.
CLIENT SNAPSHOT
The brief
A 20-year-old accounting firm that serves pest management and lawn care companies, with its own M&A division.
PCO Bookkeepers is a 20-year-old accounting firm that specializes in pest management and lawn care companies. It offers accounting, bookkeeping and tax advice on retainer to over 200 companies nationwide. With its M&A division, PCO M&A Specialists, it is a leader in financial services for its industry.
The problem
Flat for 3 years despite content work and part-time marketing.
What we did
Salesforce CRM, video education and multi-stage nurture.
We built one system to bring in leads and move them toward a sale.
We moved the database into Salesforce and built a set of awareness and nurture campaigns. We reused existing content and added 12 educational videos to teach buyers at scale.
Detailed drip campaigns kept leads warm. We aligned automated workflows with sales development.
BARS SHARE ONE SCALE PER CHART. BEFORE IS THE STARTING POINT.
Found 6,000 ideal-fit targets.
One central CRM with automated workflows.
A multi-stage funnel that teaches buyers.
Buyer education that scales at every stage.
Put the dormant M&A division to work.
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