Challenge
A systems integrator that helps clients achieve rapid breakthrough into the Internet marketplace needed to develop a pipeline of qualified leads for Southern U.S. sales executives. They had little understanding of the potential for their solution in this region and they wanted to improve the utilization and productivity of their sales team.

Solution
ResponsePoint targeted specific market sectors for the client. We acquired lists and populated their database with company and contact information for the targeted sectors. We then developed a business value profile for each contact and company. Through multiple telephone, email, and direct mail communications, we helped the client segment the database by potential value and prioritize sales actions.

Result
Through our work, the client was able to plan and direct field sales activities to maximize the return on sales resources. The sales force was given qualified, detailed information about each prospect for more effective selling. And, leads were more effectively tracked through the marketing to sales process.

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