MMG manages preferred vendor process for National Dry Ice Supplier

Marketing Management Group is helping our client get into universities by researching the preferred vendor process, completing the paperwork, identifying key contacts and watching out for bid requests. Our client is thrilled that we are taking on this responsibility allowing their sales team to focus on higher value opportunities.  How can Marketing Management Group help you today?

MMG Helps Sales Teams Maintain a Lead Pipeline

MMG has helped companies like Expense Reduction Analysts (ERA) maintain a steady stream of prospects to fill their pipeline.  ERA came to MMG seeking assistance in administering their continual lead generation campaign, so their director could have more time to close sales and service clients.  Each month, MMG researches businesses to see who qualifies for ERA’s overhead reduction services and calls to confirm the CEO and CFO of each prospective company.  The management of prospects throughout ERA is controlled through a firm-wide database, so MMG works closely with them to secure lead ownership.  The next phase involves a direct mail campaign to both the CEO and CFO for which MMG coordinates and fulfills 3D promotional items and personalized letters.  The prospects are then handed over to ERA for follow-up sales activity.  The program has been running for 8 months and has generated over 100 qualified leads and numerous sales.  If you are interested in MMG managing a similar campaign for your sales pipeline, please contact us today.

What sort of ROI might I get on a lead generation campaign?

Several ingredients go into baking a successful lead generation campaign but when the recipe is right, the ROI is quite pleasing to the pallet. One recent campaign for our industrial gas client resulted in $21,000 in sales and $100,000 in the pipeline. The campaign consisted of a strong product and special offer targeted to potential users of dry ice. MMG’s staff was trained to understand the various uses of dry ice and then we developed an approach to identify potential buyers and engage them in conversation over the phone. Resulting interested prospects were forwarded to the sales force for follow up. Having a special offer and a well defined product and target market were key to this campaign’s success. However, we learn something with every campaign. In this case, we’re able to analyze the results and trace them back to particular business demographics to further refine our client’s target audience. The next campaign might be to a smaller more targeted audience but should yield an even better ROI.