Key Results

This case study examines a three-month B2B outreach campaign targeting local businesses that generated 25 sales qualified leads from 5,000+ outreach attempts. The campaign tested three different data sources to identify the most effective approach for local business prospecting.

• Total Outreach: 5,000+ contacts over 3 months
• Sales Qualified Leads: 25 (high ACV prospects interested in pricing/discovery)
• Primary Challenge: Contact information accuracy, not outreach messaging
• Top Performer: Offline Database delivered the highest quality leads and best response rates

Background

Finding reliable contact information was identified as the primary blocker for local business outreach success, not messaging or outreach setup. This led to systematic experimentation with three different data sources over three months to optimize lead generation effectiveness.

Objectives

• Generate sales qualified leads interested in pricing and product discovery
• Test and compare effectiveness of different data sources
• Identify the most reliable method for obtaining local business owner contact information
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Data Sources Tested

1. Apollo + Clay

• Type: Database integration
• No Reply Rate: 1%
• Positive Reply Rate: 0.1%
• Strengths: Provided owners active on LinkedIn
• Limitations: Small sample size
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2. Clay + Website Crawlers

• Type: Website scraping and crawling
• No Reply Rate: 1.1%
• Positive Reply Rate: 0.4%
• Strengths: Generated 20,000+ leads from websites, cost-effective
• Limitations: 50% missing email addresses, 40% of available emails invalid, tech-intensive setup
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3. Offline Database

• Type: Specialized local business database
• No Reply Rate: 1.7%
• Positive Reply Rate: 1%
• Strengths: Most reliable for local business and owner-level information
• Best performing source
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Target Information Collected