When a global leader in corporate learning approached MacGillivray and Lee for some prospecting help, they had a very specialized need. Because the company's products and services required a highly skilled staff focused on Fortune 100 senior HR executives, it needed a team from ML that could nearly equal its own seasoned sales team. The company's sales process was intense and client-centric, averaging six to nine months to complete a typical six-figure sale. ML was tasked with supporting its 20-member eastern account executive team by generating qualified leads to drive new revenue opportunities.
ML developed an integrated sales and marketing process that included list development, extensive profiling of accounts within specific segmented markets, and a calling campaign to develop business with senior executives within Fortune 500 and 100 accounts. "We are very particular about how our products and services are presented to potential customers," said the Sr. Vice President. "This can make the sales process much more complex, as the positioning to prospects needed to follow our formulated guidelines. ML met these challenges with ease and matched their team with ours seamlessly."
The ML team was responsible for setting up 100 appointments that resulted in $5 million in pipeline business. It also helped the company launch a campaign targeted at sales and marketing executives and created an inside sales prospecting process for future company-wide lead generation.
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