Briggs Equipment

In-Market New Equipment Lead Generation

Return to Success Stories

Overview

Matter’s Strategic Lead Generation Partnership with Briggs Equipment

Since 2022 Matter have helped Briggs Equipment build a centrally managed lead generation programme capable of identifying in-market new equipment opportunities at scale.

  • Prospect Intelligence
  • Sales 4.0 Lead Generation

the challenge

Efficient Prospecting for Sales Success

Develop a cost effective prospecting solution for feeding high quality leads into the field sales team allowing annual sales pipeline targets to be met.

the solution

Sales 4.0

Developed a multi-channel and on-brand prospecting and nurture process (Sales 4.0) using an intelligent tech stack and highly trained BDM’s. This delivered an enhanced customer experience and an output of highly qualified sales opportunities based on prospects buying cycles and existing + future requirements.

The Results

  • 8:1 ROI

    achieved after 20 months, featuring an average sales cycle of 12-18 months.
  • £12-£15m

    per month of qualified new equipment in-market pipeline into the sales channel.
  • 43%

    reduction in cost per unit identified from the previous strategy/incumbent.
  • 8:1 ROI

    achieved after 20 months, featuring an average sales cycle of 12-18 months.
  • £12-£15m

    per month of qualified new equipment in-market pipeline into the sales channel.
  • 43%

    reduction in cost per unit identified from the previous strategy/incumbent.