Client Overview:

California based IT Liquidation Company. They buy used and surplus IT equipment including servers, desktops, networking equipment, storage etc. They are amongst the top IT Liquidation firms in the State of California and provide services throughout North America.

The Challenge:

The client wanted to ramp up its sales efforts and put more leads in its pipeline. They wanted to separately target companies based in California and the companies in other states.

Project Delivery:

The project is divided into three main parts.

• Target List Building: The companies to be targeted are identified state wise. Separate lists are made for different states. Next, the key contacts are identified and prospect lists made. These contacts are then assigned to the cold calling team.
• Cold Calling: The cold calling team is given daily and weekly targets. Regular monitoring and feedback ensures that issues are addressed promptly and targets are met.
• Lead Transfer & Nurturing: Hot leads are directly transferred to the client’s sales team. Warm leads are put on a nurturing list and transferred to the client when prospect is ready.

Project Duration:

January 2011 – Till Date (Continuing)

Result:

Our services enabled the client to acquire key new accounts. We reduced their cost/lead by more than 40% and still continue to provide actionable leads to them.