A Top Material Handling Company Expands Sales with New High-Quality Leads

A leading material handling and assembly solutions provider in the Southeast was under pressure to grow. With just six sales professionals covering a vast region—including Tennessee, Alabama, South Carolina, and Georgia—the company needed to expand its customer base without stretching its team to the breaking point.

It became clear to the president that the company needed to explore new avenues for generating qualified leads to grow and sustain the business. The challenge was twofold— needed to scale, but with the sales staff already stretched thin managing current accounts, hiring additional team members seemed both costly and inefficient.

The company president saw the challenge clearly: how could they scale customer acquisition without making costly new hires or burning out their current reps?

Q: What is customer acquisition? A: Customer acquisition refers to the strategies and actions a business takes to gain new clients — in this case, through lead generation, prospecting, and targeted outreach.

Finding the Best Fit to Fuel Sales Growth

The company had already been leveraging Industrial SalesLeads’ Industrial Market Intelligence for over 15 years. This long-standing partnership gave them regular updates on industrial construction projects by state, allowing their team to track expansion trends and plan strategically.

But with aggressive growth goals for the year ahead, they needed more than data and additional lead generation services. They needed qualified sales leads—and a way to reach decision-makers quickly, without burning out their sales reps.

"At the beginning of the year, our attention shifted to the innovative Prospecting Services offered by Industrial SalesLeads,” said the company president. “We saw an opportunity to expand sales outreach without needing to hire an in-house BDR team.”

The team was intrigued by the potential of outsourced sales development and appointment setting services rather than the more traditional approach of hiring a full-time salesperson, to support the company's sales strategy and drive business growth.

Q: What are Prospecting Services? A: Prospecting Services are outbound programs that target and engage ideal buyers through a mix of research, outreach, and lead nurturing — often including appointment setting for your internal team.

Tailoring the Solution for Maximum Results

Industrial SalesLeads collaborated with the company’s executive team to tailor a solution that aligned with their sales strategy to align the B2B lead generation agency services with the unique business needs of the material handling company. Through the outsourced business development solution, Industrial SalesLeads provided highly-targeted, qualified leads and appointment setting services that resulted in immediate, meaningful connections.

More importantly, the program included appointment setting services to immediately connect their reps with warm opportunities.

One standout moment came when a dormant lead—originally quoted 15 years prior—was re-engaged through strategic outreach and lead nurturing. That rekindled opportunity led to a brand-new quote request and renewed relationship. 

Thanks to the lead nurturing efforts of Industrial SalesLeads, the prospect re-engaged, resulting in a new, competitive quote that addressed their evolving needs. This reinforced the importance of strategic prospecting and the effectiveness of revisiting old opportunities with fresh approaches.

Q: What is lead nurturing? A: Lead nurturing keeps your brand top-of-mind by engaging contacts who aren't yet ready to buy — until they are.

Q: What is appointment setting? A: Appointment setting connects qualified prospects with your sales team through scheduled meetings, allowing them to skip cold outreach and focus on closing.

Accelerated Growth in Four Months

Through the demand generation services provided by Industrial SalesLeads, 29% of the leads generated entered the sales funnel for further qualification, while an impressive 50% of these leads progressed deeper into the pipeline, ultimately converting into revenue. Just four months into the partnership, the material handling company saw a significant boost in their sales pipeline. Within just four months of launching the program, the company saw substantial results:

• 29% of leads entered the sales funnel

• 50% of those advanced through the pipeline

• Multiple deals closed — with no internal team expansion

This demonstrated the powerful ROI of outsourcing lead generation and appointment setting services—especially in complex, long-cycle B2B sales like material handling and manufacturing construction.

This substantial improvement highlights the power of  over more traditional methods like expanding in-house sales teams. Leveraging the industrial marketing services of Industrial SalesLeads enabled the company to not only expand into new markets but also increase customer acquisition in industries like food and beverage construction and material handling marketing, significantly contributing to the company's business development efforts.

Q: What is outsourced sales development? A: Instead of building an in-house team, businesses contract a lead generation agency to run prospecting, qualification, and outreach on their behalf.

Expanding Across Verticals

Thanks to the program’s success, the company was able to break into new verticals including food and beverage construction, expand market share in material handling, and increase overall sales efficiency. Industrial SalesLeads provided not just names and numbers, but qualified conversations backed by insight, timing, and real engagement.

Q: What are industrial marketing services? A: These services combine market intelligence, demand generation, and targeted lead delivery — all designed for industrial suppliers and manufacturers.

Looking Ahead

This case study highlights the transformative impact of working with a specialized B2B lead generation agency like Industrial SalesLeads Inc. By using industrial lead generation and industrial sales and marketing services, companies can focus on high-quality, actionable sales leads and lead lists that directly drive manufacturing construction growth.

With the right balance of industrial market intelligence, strategic prospecting, and outsourced sales development, even a modest team can scale quickly and efficiently.

This case demonstrates the measurable impact of partnering with a B2B lead generation agency like Industrial SalesLeads.  With efficient prospecting and appointment setting, even a modest sales team can see exponential results, as evidenced by this material handling company’s success. Industrial SalesLeads continues to offer industrial marketing and industrial reports tailored to help businesses stay ahead in highly competitive markets, ensuring they are positioned to thrive in any economic climate.

By helping manufacturers engage qualified buyers, revive cold leads, and enter new markets, Industrial SalesLeads positions its clients to thrive — even in the most competitive industrial landscapes.

Q: Why Industrial SalesLeads? A: Because we combine insight, execution, and specialization in the sectors that power real-world infrastructure and industrial growth.