Case study

Association software company: 61 meetings in five months

Phone-led outbound into member associations, nonprofits and credentialing bodies in the United States.

Cold Calling Association software

Association software

Abstract graphic of a membership card, a phone and a calendar

The engagement at a glance

Sector: Association management and learning software
Market: United States
Buyer: Executive Directors and Directors of Education at member associations, nonprofits and credentialing bodies
Channel: Phone-led outbound

meetings booked

Booked between January 28 and June 25, 2026, per the shared scorecard.

907

live conversations

From 10,134 dials, a 9.0% connect rate.

opportunities

Advanced into the client's sales process.

01. The challenge

Find associations and reach the person who decides.

The client sells association management and learning software to member-based associations. Associations are hard to find in data tools, because LinkedIn industry tags don't reliably identify them. The buyer is often an Executive Director running a small team, and each product had a different buyer.

02. What we did

What we did

Lists built from names, not tags

We identified associations by their names rather than industry tags, and used tags only to double-check.

A buyer per product

Executive Directors for the management software, Directors of Education for the learning platform.

Mobile first

Executive Directors of smaller associations answer their mobiles, so we called mobiles first.

A playbook from real calls

We updated scripts every week from calls that booked, including competitor mentions and pains like payments, data migration and renewals.

03. Results

Results

Booked meetings, per the shared scorecard. A measured engagement result, not a promise of future performance.

Over five months the program made 10,134 dials, held 907 live conversations and booked 61 meetings, with 21 in the peak month of April. It also produced 84 warm leads (39 information requests and 45 referrals) and moved 8 opportunities into the client's sales process. Legal, medical and veterinary associations booked the most meetings, and 109 prospects named a competitor on a recorded call, which gave the client a ready-made displacement list.

04. What the client kept

What the client kept

An enriched database of more than 4,000 association contacts, six months of call recordings and transcripts, scripts and an objection library for each product, and every lead file.

05. Related case studies

More companies breaking into enterprise markets.

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