A Top Material Handling Company Expands Sales with New High-Quality Leads

A large material handling and assembly solutions company located in the Southeast was trying to find ways to attract new customers. With only six sales professionals covering a vast territory including Tennessee, Alabama, South Carolina, and Georgia, it became clear to the president that the company needed to explore new avenues for generating qualified leads to grow and sustain the business. The challenge was twofold—customer acquisition needed to scale, but with the sales staff already stretched thin managing current accounts, hiring additional team members seemed both costly and inefficient.

Finding the Best Fit to Fuel Sales Growth

The company had been a long-time customer of Industrial SalesLeads, benefiting from the Industrial Market Intelligence service for the past 15 years to stay ahead of the competition by identifying key industrial construction projects by state and market trends. However, in the face of rapid expansion, the need for additional lead generation services became apparent. "At the beginning of the year, our attention shifted to the innovative Prospecting Services offered by Industrial SalesLeads,” said the president. The team was intrigued by the potential of outsourced sales development and appointment setting services rather than the more traditional approach of hiring a full-time salesperson, to support the company's sales strategy and drive business growth.

Tailoring the Solution for Maximum Results

Industrial SalesLeads worked closely with the company's executive team to align the B2B lead generation agency services with the unique business needs of the material handling company. Through the outsourced business development solution, Industrial SalesLeads provided highly-targeted, qualified leads and appointment setting services that resulted in immediate, meaningful connections. One particularly notable sales lead was a company the material handling firm had quoted on fifteen years ago but never revisited. Thanks to the lead nurturing efforts of Industrial SalesLeads, the prospect re-engaged, resulting in a new, competitive quote that addressed their evolving needs. This reinforced the importance of strategic prospecting and the effectiveness of revisiting old opportunities with fresh approaches.

Accelerated Growth in Four Months

Just four months into the partnership, the material handling company saw a significant boost in their sales pipeline. Through the demand generation services provided by Industrial SalesLeads, 29% of the leads generated entered the sales funnel for further qualification, while an impressive 50% of these leads progressed deeper into the pipeline, ultimately converting into revenue. This substantial improvement highlights the power of outsourcing lead generation and appointment setting services over more traditional methods like expanding in-house sales teams. Leveraging the industrial marketing services of Industrial SalesLeads enabled the company to not only expand into new markets but also increase customer acquisition in industries like food and beverage construction and material handling marketing, significantly contributing to the company's business development efforts.

Looking Ahead

This case demonstrates the measurable impact of partnering with a B2B lead generation agency like Industrial SalesLeads. By using industrial lead generation and industrial sales and marketing services, companies can focus on high-quality, actionable sales leads and lead lists that directly drive manufacturing construction growth. With efficient prospecting and appointment setting, even a modest sales team can see exponential results, as evidenced by this material handling company’s success. Industrial SalesLeads continues to offer industrial marketing and industrial reports tailored to help businesses stay ahead in highly competitive markets, ensuring they are positioned to thrive in any economic climate.