ResponsePoint/Nexsales worked with Marketing managers for the Power & Grid, F&B, and Life Sciences segments in response to the need for more highly qualified ABM sales leads. The marketing managers collaborated with the sales teams for these segments to define the qualifying questions for a contact to be designated as a Highly Qualified Lead (HQL). The marketing team also supplied the list of targeted companies in each sector. In some instances, ResponsePoint/Nexsales augmented the company list to expand market penetration.
ResponsePoint/Nexsales developed and delivered the target number of leads to each segment’s sales team through a combination of digital channels and some outbound calling. The HQLs generated through this campaign contained accurate individual contact and firmographic information. Additionally, data provided by the target contact relevant to each of the segment teams qualifying questions was included with every lead. The HQLs also included relative time frames for engagement with Schneider Electric salespeople.