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

Company profile

Location:

UK

Product/Service:

Heating and Ventilation products

Deal cycle:

3-6 months

Target profile

Location:

UK

Company size:

11 employees +

Role/Function:

Senior Project and Architectural roles

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.

Headline Results

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£26 cost per lead
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8% lead rate
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19% response rate
logo-coral
£26 cost per lead 8% lead rate 19% response rate

Company description

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.

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

 

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