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How Stork used SoPro campaigns to drive sales without building out internal business development teams

Company profile

Location:

UK

Product/Service:

Asset performance solutions

Deal cycle:

6-12 months

Target profile

Location:

Middle East, Far East, Europe and US

Company size:

All company sizes

Role/Function:

Business leaders and Senior Procurement & Engineering roles

How Stork evolved from not having enough time to develop opportunities to having hundreds of leads

With one sales person covering the UK's south east, balancing prospecting and sales to hit targets was a challenge. The partnership with sopro delivered over four hundred leads at a cost per lead under £25.

Headline Results

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£23 cost per lead
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9% lead rate
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20% response rate
logo-coral
£23 cost per lead 9% lead rate 20% response rate

Company description

Stork, a Fluor company, is a global provider of integrated operations, maintenance, modification and asset integrity solutions.

Objectives

  • The purpose of this campaign is to drive sales opportunities into the Stork sales team. Specifically it will identify and engage with senior stakeholders – introduce the Stork proposition and invite the prospect onto a qualifying call before progressing the conversation.

Campaign performance breakdown

Here's how the campaign performed across each of the industry verticals and company size brackets in scope.

Sector Prospects Opened Opened % Responses Response % Leads Lead Rate % Cost Per Lead
Oil & Energy 3943 3641 28.7% 775 19.7% 340 8.6% 23.19
Mining & Metals 728 673 28.4% 156 21.4% 65 8.9% 22.4
Renewables & Environment 117 134 37.6% 26 22.2% 9 7.7% 26

 

Company Size Prospects Opened Opened % Responses Response % Leads Lead Rate % Cost Per Lead
1-10 396 555 40.5% 104 26.3% 23 5.8% 34.43
11-50 654 800 35.4% 153 23.4% 55 8.4% 23.78
51-200 1277 1184 28.0% 259 20.3% 104 8.1% 24.56
201-500 851 672 25.5% 157 18.4% 76 8.9% 22.39
501-1000 284 196 29.1% 41 14.4% 19 6.7% 29.89
1001-5000 795 618 25.5% 154 19.4% 89 11.2% 17.87
5001-10,000 260 205 23.5% 42 16.2% 22 8.5% 23.64
10,001+ 269 218 23.3% 47 17.5% 26 9.7% 20.69

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