• SalesRoads conducted discovery sessions to determine the scope of each campaign including target markets/customers, competitive landscape, and value proposition.
• Telemarketing script designed to qualify prospects in each territory for their Budget, Authority, Need, and Timing (BANT).
• Prospects sourced from a 3rd party data provider based on postal code, company size, and industry classifications.
• Business activity, preventative maintenance tactics, reasons for downtime, use of technology, and a relative estimated annual spend of each company was determined by the telemarketing agency during a sequence of 3 week calling projects.
• Sales qualified leads (SQLs) are processed and distributed to each distributor location.
• Distributor and Parker sales teams reviewed SQLs and conducted personal visits and follow-ups to further qualify and identify opportunities.

Results:

SalesRoads identified a total of 541 SQLs for the distributor during this campaign, estimated at approx. $25 million annually. Monthly monitoring of the prospects identified via the campaign is performed via sales analysis.