Case Studies: Prospecting and Lead Qualification

CASE STUDY: Targeted Account Penetration

Situation

A technology company had been unable to penetrate specific large accounts which had an extremely high revenue potential.

Approach

Volny Consulting networked into the accounts to identify key decision makers. During conversations with these contacts, we developed an understanding of their technology requirements and their vendor-selection criteria and process. We used this insight to develop a winning value proposition for our client. Armed with this message, we set up meetings with key decision makers.

Results

We successfully positioned our client as a potential vendor and helped them establish a relationship with their target accounts. As a result of our introductions, one year later, our client closed a deal with a key prospect they’d been pursuing for over ten years.

CASE STUDY: REVAMP LEAD QUALIFICATION PROCESS

Situation

The company was not meeting sales quotas, yet potential customers were complaining that their calls were not returned. Too many unqualified leads were flooding the system and drowning out serious leads.

Approach

First, we outsourced the initial lead follow-up to ensure all calls and contacts were returned and qualified. A lead distribution and tracking system was put in place. By streamlining the lead-generation process, we generated fewer, more targeted leads.

Results

Salespeople were thrilled to receive qualified leads with information that allowed them to prioritize their efforts. The impact was immediately evident in the pipeline. In addition, the cost of outsourcing lead qualification was offset by savings in marketing expenses resulting from more focused lead-generation programs.