Sales Prequalification & Market Intelligence -
Global Sanitation Company

Global Sanitation Company – Sales Prequalification & Market Intelligence – Case Study 2017-09-21T05:51:50+00:00

Target Audience

Warewashing, laundry and housekeeping operations within food service, hotel and nursing home markets

Decision Maker Titles

Kitchen, General or Assistant Manager, Chef, Owner or the person that manages housekeeping and/or laundry services

Program Objectives

  • Identify key competitor within a targeted list of establishments
  • Capture pertinent profiling information to support sales & marketing efforts


  • Sales prequalification through blind outbound survey calls using the Volkart May name as an independent, third party
  • (3 call attempts)


  • 96% of the time Volkart May reached an appropriate contact, a survey was completed
  • 59% completed surveys against total list
  • More effective sales prospecting strategies especially for targeted accounts using competitors
  • Time and resources focused on qualified accounts