This is a preview of your story

Home/

Case studies/

Wolfe Inc./

How Wolfe Inc. Scored Top Prospects with Storydoc

Learn how Wolfe used Storydoc in outbound prospecting to improve meeting productivity by 15-20% and score their best SQLs in years, including household names.

Faster collateral creation
Collateral that stands out
Tracking & Analytics

About Wolfe

wolfeinc.com | LinkedIn

Wolfe Inc. is an established provider of pre-and-post employment drug testing , background screening, and HR solutions across the US. With 4 decades of experience (founded in 1985), Wolfe has thousands of devoted clients who stick with them because of Wolfe’s high value and dedicated service.

Wolfe provides companies and their HR teams with key services, such as:

PBSA accredited background checks
DOT and non-DOT drug testing
Instant drug testing
ATS and HRIS Integrations
FMCSA Clearinghouse Management
Random Program Management
Training services
Policy Review

“We brought the 5 largest opportunities in the past 24 months after adding Storydocs to our email outbound campaigns."

— Dave Price, Sales and Marketing Manager at Wolfe Inc.

The challenge - Growing an old-school business while competing against giants

When Dave Price stepped into the role of Sales and Marketing Manager at Wolfe Inc. he knew he was taking on a major challenge. He came in to grow the business, but to do that he needed to find a way to beat giant players with deeper pockets.

Wolfe needed to introduce innovation into thier sales and marketing efforts, which could disrupt the market, give them an edge, and make Wolfe look like a billion-dollar company overnight.

The CEO and company leadership gave Dave the mandate to innovate and drive more and better leads.

And so, Dave explained to us, “I was looking for ways to be a disruptor and do things that other marketers in our industry weren’t doing.”

The solution - email prospecting with personalized sales decks at scale

This is the Story of how Dave and Wolfe Inc. used Storydoc in outbound marketing to get qualified prospects from billion dollar organizations into their pipeline and improve meeting productivity by up to 15%.

When Dave started his position Wolfe was already an established company with southands of clients.

He and his team were building the company’s customer base organically, but that wasn’t enough to drive fast growth and seize new market share.

They were missing an edge to help them stand out and snatch clients away from bigger competitors.

Dave had the idea to pair the immense and valuable information in Wolfe’s CRM with a slide deck that could apply dynamic variables to automate personalization in prospecting.

This would allow him to create highly persuasive prospecting content at scale and cover a lot of ground much faster than his competition.

But he also needed a tool that would let him make high-end-looking decks on his own just as fast.

Dave didn’t have to look for very long since he quickly found Storydoc - which was built precisely for this purpose.

Wolfes amazing results from using storydoc

Dave’s results

Exceptional pipeline growth from adding Storydoc to prospecting emails.

20%

Increase in new booked meetings through outbound

+40

New meetings booked per month from Storydoc

Largest sales opportunities in the past 2 years

20%

Engaged contacts in outbound (grown from 2-5%)

Want to see for yourself?

Create free Book a demo

Struggling to stand out against bigger stronger competitors

When Dave joined Wolfe he was the first and only marketing professional. But although Wolfe was already a well-known provider of drug and background checks and loved by its clients, it wasn’t growing fast enough.

It was clear to Dave that he needed a creative marketing strategy for lead generation to achieve aggressive growth.

Initially, Dave was trying to generate more pipeline through cold email outbound, among other things, but it was hard to stand out against larger well-known competitors with cold emails.

He realized, “There's a need to have really nice interactive presentations to help us look like a billion-dollar company”.

He found Storydoc.

Breakthrough

“I didn't have time to spend hours creating something fancy in Canva or PowerPoint. So I thought ‘How can I shortcut this?’”

Dave Googled “how to make a sales deck with AI”, and found Storydoc among others.

He says, ”I signed up to Storydoc and tried a couple more tools. Storydoc was by far the easiest process. It made me a brief presentation very quickly. And it was very easy to edit. The fact that it was simple to use saved me a lot of time and got me interested.”

When he added Storydoc to his cold email campaigns he got his breakthrough.

It happened so quickly with such explicit results, that Dave went directly to his CEO to get the budget for Storydoc.

“I said, ‘Hey, Jim, here's 5 people that we brought in through Storydoc. We're probably going to close them. And even if we don't close them, these are 5 of the largest opportunities the sales team has had in the past 24 months.’”

He got the budget.

Fast start - fast results

See Dave Pirce's LinkedIn

“I started with a rough concept of the Storydoc presentation I wanted. It needed major polishing, but I started sending it out with cold marketing campaigns.”

“And I realized that the quality of customers I was getting was much higher than what I was getting with basic text-based emails.”

“Customers were curious, they were clicking the links. They probably aren't getting these types of presentations thrown at them.”

Getting the attention of household brands

When Dave says, the quality of customers he got was better he wasn’t throwing that around…

He told us: “All of a sudden, household names are coming to us saying: ‘Hey, this is very compelling. I'm interested in setting up times to talk with you and consider your product.’”

“We're talking, big US companies, brand leaders in the world.”

This is BIG since, as Dave puts it, “Most major brands don't give you the time of day with just traditional cold call campaigns. You have to give them long-term attention, through thought leadership and relationship building.”

“It's rare that you send an email and billion-dollar companies are wanting to entertain you.”

A big part of this success was Storydoc’s ability to make Wolfe stand out, communicate value, and get their message out fast.

Dave told us, ”We had one client that said, ‘You know, it was like a billion-dollar company was giving us a presentation.’”

See Dave Pirce's LinkedIn

Here's one of Wolfe's decks:

Make yours with AI

Open in new window

Dave’s innovation - Combine Storydoc and Hubspot for personalized prospecting

Dave shared with us that the key to getting very large clients is doing personalized email outreach where you're going after the account instead of just the general industry or niche.

The crazy thing is that Dave has a process to do this at scale, by marrying Storydoc’s engaging presentations with Wolfe’s information in Hubspot CRM.

See Dave Pirce's LinkedIn

This approach requires a way to automate emails and presentations based on micro-segmentation.

He says, “We're using segmented industry-specific Storydocs with industry-specific images and selling points”

“With Storydoc you have the opportunity to create as much segmentation as possible”.

That’s because Storydoc can be automatically personalized through integration with Wolfe’s CRM tool, Hubspot, and the fact that there’s no limit on the amount of Storydocs you can send.

“My goal is to create a file of industry-specific Storydocs to highlight the largest clients we have within that industry and keep focusing on their pain points and our relevant niche products.”

“Then you just launch your outbound prospecting campaign and the job is done. That's the key to getting big clients.”

ACTIONABLE TIP

Dave’s recipe for success

Dave created what he calls a “baseline Storydoc” that’s not personalized but broadly covers Wolfe’s offering with different options and services.
Once these pre-MQLs get on Storydoc they can quickly get the value Wolfe has to offer. Some fill out a lead form and become MQLs.
Then MQLs are automatically assigned to a sales rep in Wolfe’s Hubspot CRM and an automated email is sent to the prospect from the assigned sales rep.
The baseline Storydoc would have different slides or tabs that target specific pain points or decision-makers.
Then based on the analytics Dave could pinpoint the information the prospect focused on and assign them into segments based on their interests and pain points.
Each bucket would then get a personalized email and Storydoc that talks directly about what they care about.

Browse sales deck templates

Generate my sales deck with AI

Moving fast and covering more ground

The first thing Dave did after deploying Storydoc at Wolfe was to set up automation for cold email prospecting with a link to a Storydoc presentation.

He told us, “The goal is to get prospects to click the Storydoc because that's going to show the value of our company, which is then going to turn into a conversion.”

It was important for Dave to be able to move fast and send thousands of emails with a Storydoc link to an ICP audience Dave calls “pre-MQLs”.

He used this scalable email prospecting technique to gauge these pre-MQLs’ interest and qualify them as MQLs.

He says, “I'm able to shortcut and get 2,000 emails sent with this method in a span of 10 seconds”.

Getting more leads with personalized outreach at scale

Importantly, Dave was happy with the results:

“On average, I'm getting a 10-13% open rate, and the click rate can be from 0.2-5%. But with Storydoc I'm hitting closer to that 15-20% open rate. “So an addition of about 5-10%.”

He told us, “Some of the click-through rates got as high as a 1-4% increase.”

A 1% percent improvement in click-through rate might not sound like much, but anyone who ever ran a cold email campaign knows that a 1% uplift is in fact huge.

As Dave himself told us, “Remember, these are large sample sizes. So sometimes I'm sending out 20,000 emails at a time. Getting to move the needle 1% at that size is substantial. That's a couple hundred people.”

“I'd say we've probably seen an overall 15-20 percent increase in meeting productivity since adding Storydoc.”

Increased visibility

Dave told us, “ I also care about visibility. How many people saw the Storydoc and didn't do anything there? But then went back to our website and booked through our website form?”

“I know for a fact that we get those all the time because I look at their activity history, and I can see that 2 weeks ago, they clicked a Storydoc. So they remembered us. We stuck out.”

Micro-segmentation based on presentation analytics

Account-based marketing automation requires user engagement data for effective segmentation of prospects based on what they showed an interest in.

This is where Dave relies on Storydoc’s out-of-the-box presentation analytics to inform him.

Storydoc brings Dave engagement data from his initial outreach “baseline” Storydoc which broadly covers Wolfe’s services.

It has slides and tabs that detail different services, target different pain points, and address different decision-makers.

Based on Storydoc’s analytics, Dave tells us, “We're going to know everything about that person and their Storydoc journey.“

“So we're going to know how much time they spend on each slide. We're going to know what tabs they clicked. Maybe they opened it and quickly shut it. Maybe they forwarded it to other HR leaders.”

“And this tells us what services they’re interested in, what they value, and what maybe they don't care about.”

All that’s left is to sort prospects into segments accordingly and email each segment.

Performance improvements through data and AB testing

Beyond the segmentation, presentation analytics opens a door for instant feedback on your sales collateral performance. And the possibility for continual gradual improvement.

As Dave puts it, “The data is valuable enough for me to go, ‘Okay, I have 300 people in this campaign who clicked this button, what's going on here?’”

“Then you can start AB testing and see what works. There's a ton of benefits.”

“ I know that there's a lot to do with Storydoc, and the more I'm able to do, I know it's going to compound into getting us more clients.”

Introducing a new tool to the team without friction

For a lot of companies, it’s a huge headache to get old-school sales reps to use a new tool, but this wasn’t an issue for Dave.

He told us, “Even if the sales reps are too busy to go into Storydoc, it's easy enough for me to facilitate everything for them with the tools Storydoc has.”

“I can go in, and in under 5 minutes, I can make sure each rep has everything customized the way I want it to be.”

If you’re like Dave, here's how to get similar results

Stop using unengaging PDFs and stand out with interactive presentations
Include a Storydoc presentation in your prospecting
Pair your CRM info with Storydoc to do personalized prospecting at scale
Track your prospecting decks with Storydoc’s out-of-the-box analytics
Tailor your content and perfectly time your follow-ups based on engagement analytics
AB test your decks to perfection

By doing this you’ll be able to move faster and cover more ground than your competition, but also stand out, impress prospects, and win more deals.

Think we can help you?

Create free

Book a demo

Wanna try making a deck on your own? Grab a template.

No templates found

Table of contents

About Wolfe Inc. The challenge The solution Results Standing out agains bigger competitors Breakthrough Fast start - fast results Getting attention from household brands Dave’s innovation Moving fast Getting more leads Micro-segmentation AB testing Introducing a new tool without friction Sales deck templates

See more case studies