Lead Generation & Scoring -
International Supplier of Commercial Products

International Supplier of Commercial Products – Lead Generation & Scoring – Case Study 2017-09-21T05:51:50+00:00

Target Audience

Prospective companies with new construction and maintenance projects in the Power Generation industry

Decision Maker Titles

Engineering/Purchasing Managers within the client’s air compressor segment and Maintenance/Production Managers within the client’s tools, pumps, material and fluid handling systems segment

Program Objectives

  • Identify decision makers within specified segments that have an upcoming project and are open to a phone call and/or information from the client
  • Score leads by timeframe of upcoming project
  • Generate additional awareness and pipeline opportunities for future sales
  • Update sales & marketing database


  • Purchase of a highly targeted prospect list
  • Outbound calls (3 attempts)
  • Leads sent to the client’s distribution channel for follow up


  • 42% of the time Volkart May reached an appropriate contact, a lead was generated within one of the client’s four specified timeframes
  • An additional 30% of pipeline opportunities were identified through requests for information
  • 71% of the list was updated with new contact information
  • Market information about the brands prospects are currently using, as well as data on other specific areas of interest to the client
  • More timely sales follow up based on knowledge of project timeframes
  • Better use of sales & marketing resources through the ability to focus on opportunities most likely to close