Partnership Success Story

JCB CONSTRUCTION.

PARTNERSHIP HIGHLIGHTS

LEAD GENERATION
  • $10+ million moved through pipeline
  • $4.5+ million vetted leads qualified & progressed
  • 36,000+ total phone calls

 

ABOUT JCB CONSTRUCTION

One of the world’s top three manufacturers of construction equipment, JCB has over 12,000 employees on four continents. The equipment brand has a 70+ year history, produces a range of over 300 machines, and sells products in 150 countries through 2,000 dealer locations.

 

PARTNERSHIP CHALLENGES & SOLUTIONS

PARTNERSHIP CHALLENGE #1:
Increasing dealer network support and overall JCB brand awareness

CONCEPT SOLUTION:
Through disciplined call programs, Concept increased awareness, identified decision makers, and obtained contact information, all while uncovering market intelligence to allow JCB to execute more targeted marketing campaigns.

 

PARTNERSHIP CHALLENGE #2:
Ensuring leads and prospective customers are contacted efficiently and are effectively nurtured through the sales pipeline

CONCEPT SOLUTION:
Concept partnered with JCB and participating dealers to design and implement business development programs within targeted dealer territories. Teams followed up on marketing generated leads while also targeting prospective customers. Not only did Concept’s calling efforts provide coverage, they also uncovered opportunities to contribute to the sales pipeline.

 

PARTNERSHIP CHALLENGE #3:
Having no defined process for lead distribution to the dealer network and lacking visibility into return on investment

CONCEPT SOLUTION:
Concept’s CRM and Business Development team worked cross-functionally to create an automated lead distribution process in Salesforce, further encouraging the dealer contacts to not only utilize CRM programs, but to also provide lead feedback and sales results.