CASE HISTORIES: Sales Lead Development

Boardwalk Provides Detailed Lead Reports in Supply Chain Markets

One of the largest supply chain management companies needed sales opportunities in a new market, so it hired Boardwalk to make the initial foray. Targeting 500 discrete manufacturers, Boardwalk was able to uncover both near-term and longer-term sales opportunities. Deemed as "nuggets" by the client, Boardwalk’s leads provided details surrounding multiple aspects of the sales opportunity including the manufacturing set-up and prospects’ opinions about various price points. A by-product of the program, a list of nearly 2,000 contact names involved in SCM, was used for event recruitment campaigns.

Complex Selling Message Conveyed by Boardwalk’s Staff; Leads Found

A CRM company with a complex value proposition sought a firm whose staff could absorb the selling message and find potential champions of the cutting-edge CRM technology. Additionally, this program targeted several vertical markets including technology, pharmaceuticals, and financial services. Boardwalk staffed up the program with its usual team of seasoned professionals, all of whom relentlessly seek individuals among our clients’ prospects who can evangelize our clients’ selling message and engage senior-level executives in lengthy and insightful conversations.

Distance Learning Firm Rejuvenates Salespeople With Boardwalk’s Leads

Needing to revitalize its lead flow to a hungry sales force, a distance learning company sought Boardwalk’s expertise. Boardwalk contacted universities and secondary schools, finding existing customers who sought upgrades and new customers who sought an alternative to a competitors’ inadequate technology.

Boardwalk’s Legwork Gets Sales Team Into Telecom Accounts

With just-launched innovative technology but negligible sales, a telecommunications supplier came to Boardwalk in search of leads and marketing insights. Its sales team had grown frustrated with the process of breaking into its accounts and "finding the right person", whereas Boardwalk specializes in this area. Boardwalk and the client built a target list of 250 companies, based on their revenue and industry. "Boardwalk’s ‘stock’ is high," commented an individual at the company, summarizing the reaction to a steady flow of richly detailed lead reports and the establishment of an introduction to potential new customers.

Follow-Up With Event Attendees, "Sweet Spots" ID’d by Boardwalk

A billion-dollar technology company was grateful to have hundreds of visitors to an annual trade show, but sought to avoid the time associated with qualifying them. Although show attendees filled out cards indicating their interest, the client perceived that the most likely buyers might not necessarily display this in their card responses. Boardwalk was called in, prepared to discuss any of the client’s multitude of technologies with each prospect, and provided the results of its findings in detailed lead reports.