How Cisco-Eagle Increased the Quality of Their Industrial Sales Leads with Industrial SalesLeads

As the fourth quarter approached, Cisco-Eagle, a leading material handling company headquartered in Dallas, TX, realized they needed a robust strategy to meet their yearly sales quota. With sales targets looming, the company was searching for a solution to generate more qualified industrial sales leads. They had been using traditional research methods, such as Google News alerts and press release services, to discover potential opportunities in the form of industrial expansions, new industrial construction projects, and capital investments in warehouses, manufacturing plants, and distribution centers. However, the manual nature of this process proved time-consuming and often resulted in outdated or missed opportunities.

The Challenge: Finding Timely and Relevant Leads

Despite having a strong presence in the material handling industry, Cisco-Eagle faced challenges in keeping up with the fast-paced industrial marketplace. By the time their team uncovered potential manufacturing leads through Google or other means, it was often too late—the projects had already been awarded or were too far along in the decision-making process for Cisco-Eagle to make an impact. The company needed a way to not only find industrial project leads faster but also to ensure the quality of those leads matched their sales team’s goals of engaging with decision-makers early prior to or within the buying cycle.

Cisco-Eagle’s Sales & Marketing Director spearheaded the search for a new solution that could provide both timely and relevant industrial sales leads. He knew that to stay competitive, the company had to invest in a more sophisticated tool that would deliver actionable intelligence directly to their sales reps.

Discovering Industrial SalesLeads: A Game-Changer for Lead Generation

While actively networking within the industrial and manufacturing marketing community, the Director learned about Industrial SalesLeads from a colleague. He was intrigued by the platform's ability to provide detailed insights into ongoing and upcoming industrial projects, complete with contact information for key decision-makers. Unlike the fragmented data they were gathering manually, Industrial market intelligence offered a comprehensive and real-time view of the projects that aligned with Cisco-Eagle’s business objectives.

After evaluating the platform for just a week, it became clear that Industrial SalesLeads would be the solution Cisco-Eagle needed to transform their lead generation strategy. They were particularly impressed by the platform’s ability to provide data on industrial projects at various stages of development, allowing the sales team to engage with prospects at the ideal time in their buying cycle.

Uncovering the True Value of Timely Lead Intelligence

One of the key features that stood out was the platform's ability to deliver timely manufacturing sales intelligence. In one instance, his manager shared an industrial lead with him, and upon checking their CRM, he found that Industrial SalesLeads had provided the same opportunity four months earlier. Thanks to the timely information, Cisco-Eagle’s sales rep was already in the account, progressing through the sales funnel. Without the insights from Industrial SalesLeads, this valuable opportunity might have slipped through the cracks.

In addition to providing early access to opportunities, Industrial SalesLeads gave Cisco-Eagle’s sales team the tools to penetrate accounts more deeply. The sales reps were no longer limited to contacting just the plant or facility managers. Instead, they could access a network of contacts within the target companies, including key players from architecture firms, engineering teams, and even C-suite executives like the CEO, CTO, and safety or maintenance managers. This expanded access enabled Cisco-Eagle to engage with multiple decision-makers within the same organization, increasing the likelihood of converting prospects into long-term customers.

Enhancing Sales and Marketing Alignment with Data-Driven Insights

From a marketing operations perspective, Cisco-Eagle leveraged Industrial SalesLeads to seamlessly integrate prospect data into their CRM system. Once the industrial leads were imported, they were assigned to sales professionals in the relevant territories. The sales reps used this information to initiate the sales process more efficiently, armed with insights that enabled them to tailor their approach based on the specific needs of each prospect.

The CRM integration also allowed the sales team to track their progress, making it easier for Mr. Fleishacker to evaluate the effectiveness of the lead generation process. He could monitor which leads were moving through the pipeline, assess the quality of the appointments set, and provide real-time support to the sales team. This streamlined approach freed up valuable time for Mr. Fleishacker, enabling him to focus on other critical marketing initiatives, such as digital campaigns, collateral creation, and marketing automation.

Measurable Success: Increasing Conversions and Maximizing Sales Opportunities

The integration of Industrial SalesLeads into Cisco-Eagle’s lead generation strategy had a profound impact on the company’s ability to meet its sales targets. By providing timely, accurate, and relevant industrial sales leads, the platform allowed Cisco-Eagle’s sales team to focus on high-potential accounts and engage with them at the optimal stage in their buying process.

Within the first year of using Industrial SalesLeads, Cisco-Eagle saw a significant increase in the quality of leads entering the sales funnel. Sales reps reported higher engagement levels with prospects, leading to improved conversion rates and a more consistent flow of opportunities. In fact, many of the leads provided by Industrial SalesLeads resulted in long-term relationships that continued to generate revenue well beyond the initial sale.

The ability to target multiple contacts within an organization, combined with the timely nature of the information provided, enabled Cisco-Eagle to close deals faster and with greater efficiency. The collaboration between sales and marketing, fueled by the insights from Industrial SalesLeads, allowed the company to not only meet but exceed their sales projections for the year.

Looking Ahead: A Partnership for Long-Term Growth

With the success of their initial implementation, Cisco-Eagle plans to continue leveraging Industrial SalesLeads as a key component of their manufacturing lead generation and business development strategy. By maintaining access to real-time industrial intelligence, the company is well-positioned to stay ahead of the competition, capitalize on new opportunities, and drive sustained growth in the material handling and manufacturing sectors.

As Cisco-Eagle’s Director of Sales and Marketing put it, “The ability to provide our sales team with actionable, high-quality industrial leads has been a game-changer for our business. We now have the tools we need to engage with prospects earlier, build stronger relationships, and ultimately close more deals. Industrial SalesLeads has been instrumental in our success, and we look forward to continuing this partnership.”