Most sales teams work to a target, but when you're in a deficit of that, it can be tough to understand what to change. Typically an effective and sustainable solution needs to be found, with ROI also generated quickly. This is where Mitie Business Services were at when they approached GCL.
Choosing to outsource their lead generation and qualification, GCL delivered a fresh database, generated and nurtured leads and increased the brand awareness of Mitie Business Services.
In this case study, we'll focus on:
Why creating a centralised marketing database was crucial for the sales and marketing activities.
How we provided Mitie with £35M of net-new opportunities.
What constituted a qualified lead, and how we differentiated them from other leads.