|
|
|
E-Pax Systems, an environmental technology company founded in 2000 in Los Angeles, California, specializes in bailing and compaction equipment for commercial and industrial waste handling applications. While the company has an established product line, it also has a unique offering—rolling compactors for reducing air pockets in dumpsters for significant cost savings. However, they faced a sales challenge.
With no direct competitors in the U.S. for its rolling compactor product line, E-Pax Systems has the market advantage, but sales were slow and the sales cycle could be long. The company’s leadership recognized the need for building a more aggressive sales pipeline and searched for an efficient way to generate sales leads at key manufacturing accounts to its internal sales team without diverting valuable resources.
The turning point came when management recognized that their highly skilled sales team should be focused on the sales cycle and leave the lead generation to others that are skilled in this area. Instead of the traditional in-house telemarketer or SDR, which would require significant resources for training, management decided to outsource lead generation to IndustrySelect’s partner service, Industrial SalesLeads, an external firm specializing in prospecting, business development, and appointment setting in the manufacturing sector.
After a discussion between E-Pax Systems’ leadership and the Industrial SalesLeads team, the company moved forward with a six-month contract, giving themselves time to experience the value of freeing up their sales team to focus on high-level selling and closing deals.
The initial challenge was to identify the right target market. Although almost every business has a dumpster, not every business was a suitable candidate for E-Pax Systems’ rolling compactors. With guidance and research, E-Pax Systems zeroed in on specific industries where the rolling compactor could have the most impact, such as prefabricated building structures , building supply manufacturing, and companies dealing with high volumes of wood, fiber, or gypsum waste such as pallet manufacturers.
Industrial SalesLeads began focusing their efforts geographically, starting in the Southeastern United States, with a special focus on Florida. The company targeted industries identified as having the highest potential return on investment for the rolling compactors, including manufactured homes, modular homes, and other prefabricated industries.
The strategy was clear: gather valuable information from potential customers to qualify and assess ROI propensity, understand their needs, set appointments for interested decision makers and pass them along to the E-Pax Systems’ sales team to work through the sales funnel to close. This allowed the E-Pax Systems sales team to concentrate on converting qualified leads into customers where the unit economics where going to be ideal for all parties, Epax and the prospective clients.
Within hours of the campaign launch, E-Pax Systems began receiving leads. By 10:30 a.m. on the first day, the company had two qualified appointments in their inbox. Over the next several months, the lead flow continued steadily, with the sales team receiving one to two high-quality sales leads per week. With the constant filling of the sales funnel, the sales team can generate consistent sales especially when the sales cycle averages 12 months.
The East Coast sales representative, who had taken on most of the leads, reported that “the majority of the leads were high quality and continues to progress through the pipeline.”
Throughout the process, E-Pax Systems worked closely with Industrial SalesLeads to fine-tune the approach. The project team adjusted target industries based on early successes and expanded outreach into new sectors such as trade show booth custom builders and companies handling high volumes of packaging materials. Additionally, E-Pax Systems integrated new fulfillment processes to follow up with leads more efficiently, ensuring potential customers received the right information at the right time.
By outsourcing manufacturing lead generation, E-Pax Systems has been able to better utilize its internal sales resources and stay focused on high-value opportunities. Learn more about Industrial Prospecting Services available to your business.
Is your company struggling with similar challenges? With expert knowledge in the industrial sector, IndustrySelect's Industrial Prospecting Services in partnership with SalesLeads Inc. can get your sales team in front of qualified decision makers that match your ideal customers. Learn more today!
Follow IndustrySelect on Google News