OUTBOUND SALES ENHANCEMENT
Take control of your sales pipeline and expand your market penetration by adding outbound capabilities to your sales process.
Objectives
The client, a service business serving U.S. local, county, and state governments, relied on experienced territory salespeople to visit customers over a broad area. This time-consuming approach limited their prospecting time, causing new business to come mainly from existing customers, referrals, and trade shows.
Solution
OppGen developed a strategy that fostered collaboration between the outbound Sales Development Representative (SDR) and the client’s sales personnel. The SDR, familiar with existing accounts, focused on contacting new prospects near existing customers, using local testimonials to efficiently expand the account base within the territory. Upon qualifying a new prospect interested in further discussions, the SDR facilitated a detailed handoff to the client’s salesperson.
Results
In the first year of implementation, OppGen generated nearly $500,000 in new account revenue for the client. By the end of the second year, this amount had increased by an additional $1,000,000. To date, the client has accrued over $3,000,000 in new account revenue through OppGen’s sales initiatives. OppGen has become a crucial component of the
client’s sales strategy, receiving high praise from both management and the sales staff.
"OppGen has proven to be a true partner as we grow our business. There is no doubt that
we would not be where we are today without the excellent sales outreach that OppGen
has provided to us."
Kevin Stewart
VP Sales, Axim Geospatial
