Case study · Food Products / Single-Cup Coffee
Intelemark Beats the Big Guys on Lead Quality
6 yrs
nationwide program after a 5-week test
The full story
Mars, Inc.
- Client
- One of the Largest Privately Held Companies in the U.S. · Mars, Inc.
- Industry
- Food Products · Single Cup Coffee
- Calling Campaign
- Appointment Setting
Service Engagement
- Appointment Setting
Client Challenges/Goals
The client had been working with one of the largest companies in the appointment setting industry to generate appointments for their field sales force to meet with businesses and demonstrate their new single cup coffee system for office environments. Over time, the quality and quantity of the appointments spiraled downward. Despite their size, the “big boys” were failing to meet the client’s.
The goals of the campaign included
- Finding an alternate solution that would recapture the confidence of the sales force.
- Rebuilding momentum in a highly competitive marketplace.
- Adequately training virtual agents for the campaign.
Solutions
Intelemark proposed a 5 week test vs. the incumbent supplier. At the end of the brief head to head test, which included the initial training for the agents, it was reported by the client that we had generated appointments at a higher rate and quality than the incumbent, exceeding the client’s expectations:
- Adding agents to the campaign as needed.
- Extending the campaign for 3 months to increase and encourage engagement.
- Providing virtual training to agents to get the campaign up and running in a short period of time.
Mars, Inc.
Results
After a number of short term extensions, the incumbent supplier was removed. Intelemark was awarded the campaign for the entire United States. By generating quality appointments over a 6 year period, we helped the client penetrate the corporate marketplace with their product.
Improved Results Over Incumbent Supplier
Intelemark improved the results over the previous supplier in every metric measured for the campaign.
Because of our proprietary software the campaign started faster, was more cost effective and agile.
Gained Market Share for a New Product Category
With the improvement in the quality and number of qualified leads produced, Mars, Inc. was able to reach their goals for capturing market share in the product category and the marketplace they targeted.
Regained Confidence of the Internal Sales Team
By receiving a higher number of quality leads, the sales team regained confidence in the leads generated and immediately began converted the leads into sales.
Mars, Inc.
The Highlights
Intelemark met the challenge of recapturing the confidence of the sales force and rebuilding the momentum of the company with a newly launched product in a highly competitive marketplace.
Read moreShow less
The initial test results were so successful the client extended the campaign for another three months. They also expanded the campaign, which required adding more agents to the team./div>
When Intelemark initially connected with the client, they were uncertain that a company with exclusively ‘virtual’ agents could do a better job than their incumbent supplier, a very large, brick and mortar operation.
The client was also concerned that adequate training of virtual agents might not be possible without a face to face meeting.
The brief head to head test, as reported by the client had generated appointments at a higher rate and of higher quality than the incumbent, exceeding the client’s expectations.
The Intelemark Difference
Intelemark specializes in complex calling campaigns. Thorough preparation, positivity, experience, consistency and tenacity are some of the ways Intelemark agents continue to deliver outstanding value for clients of all sizes.
Contact Intelemark at 602-943-7111 or at Intelemark.com for more information and to learn how we can deliver results to meet your business objectives.
Client Challenge/Goal
Since the current supplier was setting appointments that were wasting sales reps’ time, the client needed to find an alternate solution that would help them recapture the confidence of the sales force, and rebuild momentum in a highly competitive marketplace.
Mars, Inc.
The Intelemark Solution
Intelemark proposed a 5-week test vs. the incumbent supplier so that we could “show our stuff.” At the end of that brief head-to-head test, which included the initial training for the agents, it was reported by the client that we had generated appointments at a higher rate and of higher quality than the incumbent. We were very gratified to know that we had exceeded beyond the client’s expectations.
Read moreShow less
What else happened?
As a result of the initial test, the campaign was extended for three months and was expanded, which included adding agents to the team. Intelemark handled the virtual training of the new agents and helped them get productive within a very short period of time, which was something that the client thought impossible based on their dealings with the incumbent supplier.
Intelemark Difference
Intelemark worked to develop relationships with the sales representatives in the markets that we were working and to gain an understanding of the “differences” that existed in each of those markets.
By targeting our messaging and approach on a market-by-market basis, we were able to help the sales teams achieve and exceed their goals. This is the reason that we’re in business.
Contact Intelemark today to understand how an appointment setting calling campaign can drive outstanding results for your company.
The challenge
An incumbent — one of the largest appointment-setting firms — was failing to deliver quality demos for a new office coffee system. The client doubted virtual agents could do better.
The solution
A 5-week head-to-head test against the incumbent. Our virtual agents were trained remotely, became productive quickly and set appointments at a higher rate and quality.
The results
What the campaign delivered.
- Awarded the campaign for the entire United States
- Improved on the previous supplier in every metric measured
- A six-year program that helped the client reach its market-share goals
Medical Equipment$11Mnew equipment revenue in 90 days$11 Million in New Revenue in 90 DaysRead the story 
Telecom Sourcing & Expense Management400%increase in qualified leadsCalling Campaign Increased Qualified Leads by 400%Read the story 
Healthcare / Financial Services60%incremental businessCall Campaign Generates 60% Incremental SalesRead the story
Start
Get results like these.
We put your sales team in front of qualified B2B decision-makers. No fluff, just results.
(602) 943-7111Test campaign first. No long-term commitment.
Request a strategy call
Send us your details. Our team will contact you to arrange a time to discuss your buyers and campaign goals.