B2B Lead Generation & Account Management

B2B LEAD GENERATION & ACCOUNT MANAGEMENT

AN ICON CASE STUDY

THE CLIENT

A global provider of enterprise-level audio and visual solutions.

PROBLEM

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.

SOLUTION

ICON devised a solution to manage the client’s B2B lead generation and account management activity for their distributors in every country within its European footprint.

The outsourced multilingual team sought to increase the pipeline of opportunities passed to the client’s sales team by –

– cold-calling and qualifying in-scope prospects

– handling and qualifying inbound customer requests

The client wanted distributor relationship management activity prioritised. Therefore, ICON agents were positioned, for all intents and purposes, as ‘internal staff’ acting on behalf of the client.

SCOPE OF WORK

Desktop research
Lead generation

Inbound calls/web form management
Data collection

Data cleaning
Event follow-up

WHY ICON?

Demonstrable ROI in a similar function

Proven ability to hire mature and experienced salespeople

Breadth of native-level multilingual talent in Prague

Proximity to EU-based vendor manager

Testimonials from ICON clients

THE RESULTS

ADDED VALUE

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.

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For a free consultation about how ICON’s outsourcing solutions can grow your business and care for your customers in their native language, please contact Julian Little from ICON’s New Business Team.