How Group GTI Increased
Their Meetings Booked
by 200%
Teams using Klenty
SDRs
Booked 200% more
meetings
Built an intelligent sales strategy
around buying journey
Scaled systematic and
timely outreach
Automated
repetitive work
Challenges
Disorganized execution of tasks
No way to execute relevant messaging
Hours wasted manually updating Zoho CRM
About Group GTI
Group GTI,
established in 1988, is a Career Tech Organization that helps
students find their career paths and develop the right skills to
succeed. It also aids employers in finding suitable candidates.
Group GTI works with universities & colleges to ensure
high-quality careers and student services.
Challenge
Group GTI’s entire outbound model was run manually. Executing
all outreach activities like sending emails, and keeping track
of outreach performance — all while manually updating Zoho CRM —
was impossible.
Additionally, they noticed that they were burning through their
lists. The number of meetings booked per hundred prospects -
their Prospecting Mileage - was low.
This was because their outreach was built purely to capture
demand — talk to leads who had ‘meeting intent.’ And they didn’t
have a sales strategy in place to nurture and ‘create demand’ in
prospects who weren’t ready to book a meeting yet.
The result? Potential pipeline left on the table. Ineffective
sales activities. Burned prospects.
So, Group GTI set out on a mission to find a Sales Engagement
Platform that would:
Automate personalized outreach at scale
Identify prospects with ‘meeting intent’ and nurture the rest
Integrate deeply with Zoho CRM
The Klenty Difference
Standardized sales sequences
Detected and classified prospects based on their interest
Prioritized prospects who showed most interest
Built interest in prospects who didn’t engage
Saved hours on CRM data entry
Favorite Features
Klenty Cadences
Playbooks
Reports
Deep Zoho CRM integration
Solution
“Before we had Klenty, there actually wasn't any
systematic outreach happening.”
Nick King
Marketing Automations Specialist
That was when they landed on Klenty.
With Klenty, Group GTI could:
Run automated outreach to leads at scale
Track the performance of outreach
Keep Zoho CRM updated with all engagement activities
Here’s how Klenty helped them achieve their outreach goals.
1
Make Their Outreach Systematic And Timely
Group GTI’s Account Managers could set up a series of
pre-defined activities for their prospect lists using Klenty’s
Cadences.
Using Delivery Windows, they sent emails during their
prospects’ office hours to increase visibility. They could
even schedule emails on specific days of the week.
Because Klenty offered no limit to the number of steps within
a cadence, Group GTI could consistently engage prospects till
they showed interest.
2
Kickstart Cadences for Leads Automatically
Group GTI’s outreach involved obtaining leads from various
sources and uploading them onto Zoho CRM. Then, they reached
out to them with personalized messages.
Klenty made it seamless for Group GTI to
add leads into cadences and start their campaigns
automatically.
3
Run Personalized Outreach at Scale
“It looks like a real email. They look like genuine emails
sent; personally, they don't look like mass marketing,
email marketing, bulk emails.”
All emails were personalized using lead information, such as
name, designation, and company, to make the message more
personal and relevant.
Additionally, using Preview and Edit, Group GTI could
modify and add a personal touch to emails before actually
sending them.
4
Increase Prospecting Mileage With Journey-Led Outreach
“I think it just keeps us front of mind. So when they're
ready, they will get in touch”
Group GTI identified buying journey as one of the most
important parts of an outreach.
They recognized and categorized the different stages in the
buying journey as:
Unaware - leads that weren’t aware of the problem or
Group GTI
Aware - leads that were aware of the problem and
evaluating solutions
Interested - leads that were aware of Group GTI and
actively responding to their outreach
Each stage needed a different strategy. And whenever leads
showed interest, Account Managers needed to shift gears and
approach them with a different strategy.
The challenge was to automate this process.
This was where Klenty’s Playbooks pulled through. Using
Playbooks, Group GTI could set up
Triggers and Actions based on the lead’s engagement
activity.
For instance, if a lead completed a cadence without a response
(trigger), they could be redirected to another cadence
automatically (action).
By creating and executing a distinct sales strategy for each
stage in the buying journey, Group GTI succeeded in their
mission to increase the number of meetings booked from their
lists — their Prospecting Mileage.
5
Keep Zoho CRM Updated Without Manual Work
“Productivity is brilliant. The workflow is seamless. It
works really well. Importing the leads, they sink in
automatically. We don't need to manually do anything like
the opt-outs, [Klenty] updates Zoho automatically. The
replies are visible. The workflows work exactly how we
would like.”
Group GTI could auto-update all engagement activities in Zoho
CRM from Klenty with zero human intervention, saving hours
every week. They could automate tasks like:
Creating a ‘Task’ for a lead in Zoho CRM when a task is
created or updated in Klenty
Creating a ‘Call Activity’ for a lead in Zoho CRM when a
call is completed on Klenty
Setting Email Opt-out to ‘true’ in Zoho CRM if a lead
unsubscribed
6
Track Outreach Performance
Since Klenty’s reports included a detailed description of each
cadence, template, and individual activities, Group GTI’s
Account Managers were able to know exactly who was interested
in their services.
With Klenty’s reports, they were able to know:
The status of each cadence
How individual steps within cadences were performing
The top-performing cadences
The progress of each rep
What templates work and which ones don’t
Conclusion
With Klenty, Group GTI was able to:
Achieve an ROI of 500%
Book 200% more meetings
Execute personalized outreach at scale
Increase Prospecting Mileage
Save hours on manual data entry
Want to know how you can book more
meetings and scale your team, too?
