As a distributor, designer and installer of warehouse racking, shelving and storage equipment and accessories, 3D Storage Solutions works with manufacturers, warehouses, distribution centers and third-party logistics (3PL) companies to improve their inventory management efficiency.
While business has been steady, 3D’s senior management team had taken steps to enhance their website and also recognized the need to consistently generate a flow of qualified leads.
With such a long history of successful business and many regular and dormant customers, the company’s sales team needed to reconnect with those dormant opportunities to take advantage of existing relationships and therefore shorten the sales cycle.
They also needed to accelerate their new lead-generation process without burdening their already busy schedules of their sales team.
Partnering with the sales and marketing experts at MoreSALES provided 3D with a comprehensive solution. Starting with establishing a marketing automation (MA) platform, the sales team was able to take advantage of the software’s cloud-based, fully featured customer relationship management (CRM) system to manage their clients and prospects.
From there, the MA system was used to send out CASL-complaint emails in order to reconnect 3D with its past and present customers and build awareness of their latest product offerings.
Finally, MoreSALES conducted market research to build a prospect database of targeted 3PL industry prospects and then initiated an appointment booking campaign that averaged one new lead call per week.
“Several meetings resulted in proposals and closed new business that exceeded the cost of the initial investment—pretty good ROI,” commented Kevin Minkhorst, president of 3D Storage Solutions.