Profiling & Lead Generation -
Large Healthcare Insurance Company

Large Healthcare Insurance Company – Profiling & Lead Generation – Case Study 2019-06-20T09:28:21+00:00

Target Audience

Small to medium-size businesses (up to 99 employees)

Decision Maker Titles

Typical contact titles were Executive Manager, HR Director, Benefits Manager, or others as determined to be knowledgeable about their company’s benefits

Program Objectives

Collect answers to a set of profiling questions and gain commitment from a Decision Maker or Key Decision Influencer to take a call from the client’s sales representative


Outbound calling campaign with three maximum call attempts per company record


  • 34% of the time Volkart May reached a decision maker or influencer, the
  • contact agreed to a follow-up call from the client’s sales representative
  • 10% soft leads against total list
  • More effective sales prospecting strategies using profiling data
  • Time and resources focused on qualified prospects