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MATERIAL HANDLING.

EXPERIENCE. EXPERTISE. EXECUTION.

LET CONCEPT DO THE HEAVY LIFTING.

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Material Handling Sales Development Expertise.

If you're a part of the material handling industry and looking to improve your sales, marketing, or CRM and marketing automation efforts, you're in the right spot. Concept specializes in helping our material handling clients achieve their new business development goals and objectives.

If you are facing challenges managing your sales and marketing strategy, it may be time to work with a strategic partner like Concept. Whether you are struggling with converting leads into closed sales, improving lead quality, finding the right tactic for garnering more sales-qualified leads, or simply have limited knowledge about quality lead generation, Concept is dedicated to understanding your challenges and offering a comprehensive, data-driven solution.

 

 

Material Handling Campaign Experience.

Concept has been working in the Material Handling and Supply Chain industry since 2002. We work with our Manufacturer and Dealer clients across a variety of campaigns and initiatives, including:

Outbound Lead Generation

  • Appointment Setting
  • Inbound Lead Management (web forms & 800 numbers)
  • Account-Based Marketing for:
    • New product launches and promotions
    • Service & Rental Campaigns
    • Territory Coverage & Account Fleet Identification
    • Email Campaign Follow-up
    • Lease Expiration Management & Follow Up
    • Dealer Events
    • New Dealer Territory Acquisition & Take-Over Campaigns
  • Data Cleansing & Profiling Campaigns
  • Systems Integration & Automation
  • Facility Engineering & Design
  • Customer & Prospect Satisfaction
  • Pre-Trade Show Campaigns & Trade Show Follow-ups
  • Chat Management
  • Salesforce Design & Implementation
  • Salesforce Ongoing Support
  • Paid Search on Google, Bing, LinkedIn, and Facebook
  • Email Campaigns
  • Search Engine Optimization (SEO) and Content Development

Let us leverage our experience and best practices to help you avoid the common missteps when it comes to rolling out and executing effective Material Handling campaigns. Download our Outsourcing Considerations Guide to see if outsourcing your sales development is the right option for you.

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Concept Is A Proud MHEDA Member.

Check out the MHEDA Sales & Marketing Regional Summit we hosted at Concept in Medina, OH.

 

KPIs for Sales Development Agencies You Should Focus On.

Sales Development is a unique blend of Math, Art, and Science. When evaluating the effectiveness of your team and efforts, there are many metrics that are often considered. For the sake of simplicity, metrics can be evaluated in two categories:

  • Activity (Inputs)
In its simplest form, Sales Development activities are measured in the following way:
Attempts (Phone, Email, Social, etc.) –> Connections –> Conversations –> Qualified Leads
However, each step of this process is often broken down even further to determine effectiveness of each step. In many cases, the following metrics are often explored:
    • Call Effectiveness
      • Attempt to Conversation Ratio – How many calls does it take to reach a decision maker?
      • Voicemail Response Ratio – How many voicemails does it take to get a response?
      • Conversation to Lead Ratio – How many conversations does it take to generate a qualified lead?
    • Email Effectiveness
      • Open Rates
      • Response Rates
    • Source Effectiveness
      • What Lead Source is Best?
      • Conversion Ratio by Source

These metrics vary for each company based on a variety of reasons. One of the biggest variables is whether these leads are coming inbound vs. outbound. TOPO did a benchmark report for Sales Development in 2019, outlining some of the key Sales Development activity averages.

Category

Metric

Inbound

Outbound

Touches (Per Contact)

Total Touches (per contact)

16.7

21.3

# of Dials

5.2

7.5

# of Emails

5.6

6.9

Pursuit Duration

19 days

24 days

Targets

Lead Response Time

Less Than 1 Hour

N/A

# of Contacts Engaged per Account

1

5 - 9

Activities

Daily Activities

100 per day

75 per day

# Dials

44 per day

35 per day

# Emails

56 per day

40 per day

# of Conversations

8-10 per day

3-4 per day

Conversation Rate

1 Out of 15 (6.6%)

1 Out of 25 (4%)

 

  • Results (Outputs)

While activity and input metrics are important to measure, you have to also marry them with results metrics to get the entire picture. For example, if you have a really good lead source or really good SDR, that converts to a lot of qualified leads, but none of them result in quotes/deals, you need to evaluate this. Several key results metrics include:

    • Total Leads Generated
    • Leads Generated Vs. Accepted Ratio
    • % of Leads Resulting in Quoted Business
    • Total Pipeline (Quoted Deals) Sourced/Qualified by Sales Development
    • Total Won Business Sourced/Qualified by Sales Development
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Material Handling Sales Development & Prospecting Training.

Looking for more insight in to how Concept conducts a Sales Development call for our material handling clients, this video was a training that we provided to our clients and MHEDA members designed to help educate the industry on the components and importance of building a pipeline of new prospects and opportunities.

Key Topics Covered:

  • Preparing for a Material Handling Call
  • Key Components to an Effective Material Handling Conversation
  • Navigating the Close and Setting Appropriate Next Steps

 

Material Handling Blogs & Resources.

Looking for even more insight on sales development, CRM, and digital marketing trends within material handling? Check out Concept’s resources and blogs for the latest on industry trends.

CRM Management Master Class for Material Handling

Keys to Successful Cold Calling for Lift Truck Dealers

MHEDA Talks with Concept's Lauren Zak

Sales Development Tips for Material Handling

Tips for Selecting the Right Digital Marketing Partner

Case Studies

 

The Concept Difference.

Concept is a unique sales development and marketing agency. We specialize in helping our clients track all leads through any portion of the sales funnel. We develop a custom reporting dashboard for each client, so they have complete visibility into how their leads and campaigns are performing. With our partnerships with Salesforce and HubSpot CRM platforms, our clients are also able track their conversions from various media buying platforms. At Concept, we connect all sales and marketing efforts back to actual closed deals and prove true ROI.

Don't take our word for it, check out what our clients have to say.

 

Hodge Testmonial
Trinium Testmonial
Integrity Testmonial
Lift Power Testmonial
Voss Testmonial
Cal Lift Testmonial

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