Prospecting campaign for Knauf Industries, specialist in food packaging and technical parts

Objectives

Qualification and booking of physical and video appointments based on an account file of 1,300 contacts provided by the company.
One-off prospecting campaign in connection with participation in a trade show.
Present our offer and added value to buyers, R&D teams and marketing managers in the food industry.
Qualify prospects with customer-supplied criteria for their packaging solutions.
Obtain qualified appointments to supply the 6 sales representatives with physical and telephone appointments.

Background

ReCom carried out a multi-channel prospecting campaign for a company specializing in food packaging.

Sector of activity

Industry

Target

Buyer, research and development, production and marketing divisions of food industries (meat, delicatessen, ready-cooked meals, dairy products)

Type of campaign

Multichannel 5 days/week

What we have implemented

→ 3 Business Developers trained in the activity and dedicated to prospecting
→ Qualification to detect a possible need / scoring on the basis of elements communicated by the customer
→ Sales Automation campaign with targeted contacts
→ Alternating telephone reminders and micro-mailing for direct contact
→ Sending of tracked documents for prioritized telephone contact
→ Monthly check-in with the customer to review statistics and results
→ Updating of the customer's CRM
→ Restitution of the file with call issues to enable the sales team to take over and carry out follow-ups.