Challenge:
A premier business management and information technology consulting firm serving organizations throughout the globe, the client had limited sales resources and was having a difficult time consistently generating qualified leads. With a well-established existing client base, and the majority of their new business coming in through referrals, they needed to establish other channels to fill their pipeline to fuel steady and more predictable growth. The client partnered with PMC to collaborate with their internal sales team to improve and expand their lead generation capabilities quickly and cost-effectively.
Project Approach:
PMC worked with the client’s sales team to evaluate their existing lead generation process in order to identify key areas for improvement and leverage high performance areas. From the results of this evaluation, PMC developed a custom lead generation campaign designed to dramatically improve qualified lead generation and get the client more meetings with key decision makers.
Based on the client’s past performance and industry expertise, PMC developed the criteria used to profile a list of target organizations to prospect. Once the target audience was established, a custom call script and marketing collateral was developed to improve calling results.
PMC established the campaign goals, objectives and set the metrics to measure and track the campaign performance.
Business Impact:
Improved the client’s overall lead generation process.
Established the criteria to successfully measure and track lead generation campaign performance.
Increased lead generation by 95%.
Increased new business opportunities in the sales pipeline by 80%.
Generated dozens of first-phase appointments with new leads.
