Optics Manufacturer: Lead Generation and Telesales
Using scientific lead generation services to build a well-developed sales pipeline that accounts for market research, lead generation and account management of existing prospective data.
Previous case study
Check out how our sales strategy and scientific lead generation services have continued to assist this client to improve their outbound sales activity.
Client
Global market leader in providing specialist optics and optical components, as well as specialist photonics technology
With over 50 years of experience, this business is well known across a number of industries including Life Sciences, R&D, Biomedical and many others as the go-to provider for both unique optical parts, as well as standard stock.
Their services help customers in industrial inspection, semiconductor, R&D, and Defense across the globe. They’re active across 18 global locations and are continuing to expand.
Since optics is a profound factor in the sciences and an essential tool in accelerating and future-proofing research and development. With every emerging technology involving optics directly, or somewhere in its supply chain, we were more than excited to assist this client with their outbound sales.
Brief
Developing a sales pipeline to generate ongoing leads
We have been working with this business to develop their sales pipeline, with a strategic focus on the UK and Europe. We discussed incorporating a number of our sales services to be able to provide a number of active target industries where we could gather market intel, as well as markets the business was already operating in to build further traction.
Since our client first approached us to assist with their sales activity, we have built a strong relationship for over three years, generating ongoing leads, expressions of interest, market intelligence, consumer feedback and other essential sales insight to develop a working pipeline.
1.5 leads generated per week in the last six months of the ongoing campaign
Requirements
Over 3500 new prospective contacts sourced in 2022!
Delivery
Scientific lead generation, telesales and database management
We’ve continued to work closely with this global optics manufacturer to identify multiple, extensive lists of relevant prospect data contacts from across a wide variety of different industries.
On occasion we have also conduct market research projects to catapult their sales efforts into new target markets including the European life sciences sector. All calling efforts have continued to be to firstly, gather information on prospect use of optics and optical components, to uncover any immediate needs for optical manufacturing products or engineering services.
We have incorporate various internal CRM data into our devised prospect lists in order to reengage, cross sell and convert lapsed customers. Meeting regularly with the business to discuss new opportunities and ongoing activity.
Outcome
Achieving over 1.5 leads generated per week in the last six months
We have worked with this business for over three years now, they maintain that the work we do is exceptional, and they are consistently happy with the quality and quantity of the leads we are sending through to develop their sales pipeline.
We work closely to create an approach whereby we act as their first touch point for outbound sales conversations and sales leads are converted by their technical team, with a recent focus being on machine vision, metrology, surface modification, micromachining and imaging markets.
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