Micro Market Provider Forecasts Pipeline Value Growth After Campaign

Micro Market Provider Forecasts Pipeline Value Growth After Campaign

81
Sales Appointments
131
MQLs
103
Completed Leads
Industry
Food & Beverage
Location
Minneapolis, MN
Headquarters
Minneapolis, MN
Campaign Type
Appointment Setting
Target Location
Minneapolis - St. Paul Area
Target Industries
Agriculture, Mining, Construction, Manufacturing, Transportation, Wholesale and Retail, Finance, Professional Services
Target Contacts
Business Owners, Managers

The Client

The Client provides a comprehensive suite of food and beverage vending solutions for small- to- mid-sized businesses, including its proprietary line of self-service workplace micro markets. The company also offers a broad range of corporate dining and refreshment services, such as office coffee services as well as catering and pantry services.

The Challenge

The Client is looking to capture a bigger slice of the growing demand for micro market solutions, particularly among mid-sized companies in the Minneapolis-St. Paul area. Its current (mostly inbound) marketing program generates an average of 10 appointments per month, of which 30% become sales-qualified. The company’s sales team can close around 40% of these opportunities as new customers.

To achieve its expansion goals, the Client realizes it has to increase the flow of leads and appointments into its pipeline. That’s why the Client wants to complement its inbound marketing initiatives with targeted, outbound prospecting tactics.

But with its in-house marketing team and sales reps already facing hectic workloads, the Client understands it needs to outsource a good deal of top-of-funnel outbound marketing activities, such as prospect research and prequalification.

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