In one quarter, the Material Handling Project reached 853 decision makers, qualified 76% of them, and delivered 51 leads plus 114 warm follow-ups for the sales team.
Overview
The Material Handling Project was a one-quarter outbound calling campaign that ran from April through June. Over 274.36 clock hours, the team placed 5,264 calls, reached 853 decision makers, qualified 651 of them as QDMs, and generated 51 qualified leads.
The campaign tracked every stage from dial to lead, which shows exactly where the team excelled: once a decision maker was on the line, the conversation was qualified 76.3% of the time.
Results by the numbers
| Month | Calls | Decision makers | QDMs | Leads | Lead-to-QDM |
|---|---|---|---|---|---|
| April | 1,273 | 263 | 156 | 6 | 3.85% |
| May | 1,394 | 253 | 204 | 22 | 10.78% |
| June | 2,597 | 337 | 291 | 23 | 7.90% |
| Total | 5,264 | 853 | 651 | 51 | 7.83% |
Key results
Strong qualification
76.3% of the decision makers reached qualified as QDMs, a sign of well-targeted prospects and effective call scripting.
Fast ramp-up
Leads nearly quadrupled from April (6) to May (22), while QDMs rose only 31%. June held the pace with 23 leads as call volume nearly doubled.
A warm pipeline beyond the leads
Along with the 51 leads, 95 info requests and 19 scheduled call backs gave the sales team 114 more qualified contacts to follow up.
Clear demand themes
Equipment (19 leads), Service (14) and Operator Training (10) drove most of the results, and Operator Training stood out as a distinct opportunity.
Looking ahead
The biggest lever is reach: 83.8% of dials did not connect with a decision maker, mostly because the contact was unavailable. The list itself was sound, with bad numbers at just 2.1% of calls, so a multi-touch cadence with varied call times gives this campaign plenty of room to grow.