Success Story: Effective Lead Management

Client’s Challenge
AdTrack tamed a complicated lead distribution system for a scientific instrumentation company. The international company offers 32 product lines through a five-tiered distribution system. The sales force was overburdened with thousands of sales leads. The sales process was bogged down with bottlenecks in several parts of the organization. AdTrack helped the $1.5 billion company change its manual sales process into an effective, automated program.

AdTrack’s Solutions
AdTrack streamlined the company’s sales efforts into one automated lead processing and distribution program. Now only the most qualified sales leads are distributed to the company’s field sales representatives. This new sales focus creates a more performance-based culture in the organization.

AdTrack also implemented a separate nurturing process for lower level sales leads. Our outbound sales calls, literature fulfillment and email programs help spur new interest in the company’s products. Now the company’s sales force can focus time on the most profitable sales leads, while AdTrack nurtures others into a more sales-ready state.

Results 

• In one 12-month period, AdTrack more than doubled the reported sales for this scientific instrumentation company.
• AdTrack captures and qualifies 20,000 sales leads annually for the company.
• AdTrack increased the company’s close rates by focusing 200 field sales representatives on the most profitable leads.
• AdTrack compressed the company’s sales cycle by streamlining its lead processing and distribution system.