B2B LEAD GENERATION & ACCOUNT MANAGEMENT
AN ICON CASE STUDY
A global provider of enterprise-level audio and visual solutions.
The client sought to streamline and reduce the cost of its European B2B lead generation and account management operations by establishing a single centralised hub to handle all activity.
SCOPE OF WORK
- Desktop research
- Lead generation
- Inbound calls/web form management
- Data collection
- Data cleaning
- Event follow-up
ICON developed a bespoke online portal that allowed leads generated and qualified by ICON to be deposited into a ‘shark tank’ for distributors to access directly.
Senior ICON agents were promoted and entrusted to work directly with distributors in Germany, France, Benelux, and Nordic countries and regularly travelled to support in-country events and cement relationships.
ICON creating bespoke training material of lead generation best practices in the client’s sector.
ICON developed a knowledge base for each product category to ensure an expert level of information was available to agents.