Outbound B2B Lead Generation for Multinational POS Organization

Exceeding Sales Targets

The Challenge:

Our client, a leading multinational point of sale (POS) terminal organization, was struggling in producing a steady stream of well qualified leads. They needed to speak with decision makers who have a need and appropriate budget for the products/services offered by our client.

The Process:

We developed qualification criteria, established a scheduling process to establish sales appointments and developed call scripting, presentation and objection handling.

The Solution:

We built a program to qualify, develop, and nurture leads. We partnered with the field sales force and matched 1 inside business development representative with 2 field representatives. This allowed us to scale lead development to support the field sales force nationally.

The Results:

The lead generation program  exceeded the established multi-million-dollar sales targets. The campaign also was also recognized through the Silver award in an industry sanctioned national marketing awards competition for lead generation.

 

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