How Zehnder used Sopro to build a pipeline so sales agents can focus on closing deals in person

As a lot of the sales activity can include site visits, the in office time available can be limited, meaning prospecting is often bottom of the list. By using Sopro, the existing sales function at Zehnder can spend more time speccing and pricing solutions for their clients, which means more business coming through the door.

Zehnder offers a range of products from decorative radiators, comfortable indoor ventilation, heating and cooling ceiling systems and clean air solutions – they offer the most innovative climate solutions to their prospects.

They pride themselves on the safety aspect of their offering and energy efficiency – through a low cost and low maintenance approach.

Working with industry-leading manufacturers will ensure that optimum solutions are delivered and that you will comply with regulations.

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Success metrics

Lead generation

Sopro generated over 2,300 leads for Cohaesus

Cost efficiency

Cost per lead ranged from £23 to £81, providing a significant return on investment.

Speed of messaging

The flexibility of the campaign allowed Cohaesus to pivot their business to adapt to the new conditions.

Major lead source

Sopro is a major and reliable lead source for Cohaesus, significantly contributing to their sales pipeline and overall growth.

Company

Website

https://zehnder.co.uk/

Location:

UK

Product/Service

Heating and Ventilation products

Deal cycle

3-6 months

Size

11 employees +

Location

UK

Role/Function

Senior Project and Architectural roles

Objectives

The objective is to drive new business opportunities into the Zehnder sales team. The engagement should introduce Zehnder and lead into the logic for a brief call to discuss how they might support the prospect and bring value to the conversation.

Campaign performance breakdown

Sector	Prospects	Opened	Opened %	Responses	Response %	Leads	Lead Rate %	Cost Per Lead
Architecture & Planning	1405	1139	25.4%	288	20.5%	119	8.5%	£23.61
Hospital & Health Care	632	704	33.4%	141	22.3%	48	7.6%	£26.33
Construction	363	290	33.5%	57	15.7%	35	9.6%	£20.74
Unknown	274	77	21.5%	13	4.7%	3	1.1%	£182.67
Higher Education	207	197	28.5%	60	29.0%	12	5.8%	£34.5
Civil Engineering	117	78	28.5%	23	19.7%	13	11.1%	£18
Design	82	40	21.5%	13	15.9%	11	13.4%	£14.91
Real Estate	49	21	26.6%	2	4.1%	1	2.0%	£98

Company Size	Prospects	Opened	Opened %	Responses	Response %	Leads	Lead Rate %	Cost Per Lead
11-50	642	741	36.2%	181	28.2%	75	11.7%	£17.12
51-200	909	637	22.8%	161	17.7%	62	6.8%	£29.32
201-500	326	241	25.6%	63	19.3%	30	9.2%	£21.73
501-1000	178	128	27.0%	25	14.0%	9	5.1%	£39.56
1001-5000	368	369	34.5%	81	22.0%	28	7.6%	£26.29
5001-10,000	162	164	30.4%	31	19.1%	12	7.4%	£27
10,001+	280	196	23.3%	42	15.0%	23	8.2%	£24.35