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Exceeding Sales Goals

Lead Generation Campaign Yields $1.5 million Deal; Firm Engages KKM for 13 Years and Counting

Critical Issue

One of the largest public accounting firms in the U.S. was repeatedly falling short of its sales goals. Countless dollars spent on seminars, direct marketing and campaigns were going out the window as the firm missed out on securing and converting qualified sales leads.

With offices across the country, the firm’s methods of effectively channeling new business leads through the sales cycle simply was not working. To compound the problem, the sales team had too much on their plate, which was preventing them from focusing on new business development.

Because the firm worked within numerous industries, their target market was diverse. Therefore, a solitary path would not attract the amount of new business needed to grow.

The firm’s leadership knew they needed to a strategy to both boost their number of qualified sales leads and close more deals.

Solution

The firm engaged KKMb2b to fill their rapidly declining pipeline – with a preliminary emphasis on the technology sector. With KKM’s expertise in the telemarketing industry, they knew they needed to add a “local flavor” to their business development efforts. So each of the firm’s regional offices gave KKM a list of their own specific targets – the technology industry leaders their particular location.

Using this information, KKM scrubbed the data to uncover the most promising clients. Then KKM assigned each of the firm’s regional office their own telemarketer. This allowed the telemarketers to become extremely well versed in the firm’s national and local strategies. Within 4 weeks the professional calling campaign launched.

Results

The initial three month campaign generated hundreds of appointments for the firm’s business development team. And many of those appointments were converted into new business – one yielding a $1.5 million deal.

The firm’s partnership with KKM produced a seamless method of new business development – leaving no distinction between firm employee and outsourced efforts. In fact, this partnership is so successful, that the firm has engaged KKM for thirteen years.