We interviewed with Rytis Boguševičius, Head of Sales at Cloudvisor

Half of Cloudvisor’s inbound leads never book a meeting. For an AWS consultancy getting 80 to 100 leads a month from SEO and ads, that is a lot of paid-for demand going quiet.

Calling those leads had been tried before, but it never became part of the process, so the team fell back on email nurture. Then they added Hotline Ring to their HubSpot flows and started calling every lead who filled in the form. In 90 days, that produced over $123,000 in pipeline and $39,000 closed.

Rytis explains what the team did before, how calling changed their inbound process, and what they’re working on next.

For the full results, read the Cloudvisor case study.

What did you previously do with leads who filled in your form but never booked a meeting?

It used to be a fairly simple process, or so we thought! Someone would fill out the form and book a meeting with Cloudvisor.

But then we saw that they would complete the form but not book.

If it was a more promising lead, we would try to give them a call. To be honest, it never really worked. I had to go and chase the sales team to make the call - it never became a standard part of our process.

What did you try at the time?

We moved to nurture sequences instead. If you never booked a meeting but left us your contact details, you would receive a small case study or a reminder of what Cloudvisor does every couple of months.

Every three to six months, we would try to be a little more pushy and get you back into a meeting…

How has Hotline Ring impacted your process?

It has been huge. Calling every lead is now a mandatory part of our inbound sales process.

The biggest benefit was the functionality of the tool itself and also how the Hotline Ring team has helped us develop it as we go.

Our sales team sends suggestions almost every week on how to tweak the tool to suit Cloudvisor better. Every one of those adjustments was supported, and each one has made the tool ten times easier to use for the whole team.

It is now part of our standard process, and you don't have to think twice about it. We have Refire sequence set up so if a lead isn't available when we first call, we can recall that person automatically. It has been a very pleasant experience so far.

What is your view of calling in sales at the moment?

These days everything is really crowded. I receive 50 emails a day and 20 LinkedIn messages a day. When someone calls me, my first reaction is, "What is this?" if I pick up, that call carries far more value.

How do leads react when you call?

No one is surprised that we're calling - they say things like "Oh yes, I was just on your website," or "That's the reason I didn't book a meeting, because this information was unclear."

Then you help them work through it.

It's pretty straightforward.

How did the team find it?

We said to the team let's try it for three months, and if it works, everyone will be happy.

That is what happened. We started calling the leads, people picked up the calls, and we started saving a lot of time because in the past, it used to take a couple of months of sending emails to get a meeting.

Now a lead is on our website, they fill out the form, and we just give them a call, and on the spot, we can qualify them.

What would you say to other sales teams managing inbound?

I would recommend that they seriously consider going back to calling if they've stopped.

There might be a feeling that calling is hard and pickup rates will be low.

For inbound, it's different; the last three months have shown to us how it works in reality.

What's next?

Right now we are extremely focused on collecting as much data as we can.

We're looking at the whole funnel to understand where leads drop off, and that starts before a lead even reaches a meeting.

We already collect a lot of marketing data, and now we're adding data from calling: what kind of person fills out the meeting form but never books? How can we get them back?

Once we have more data, we'll start making decisions in the inbound team to support them.

Thanks Rytis!