How Prospecting Services Drives ROI for Tynan Equipment

Tynan Equipment, a family-owned business located in Indianapolis, Indiana, has built a solid reputation over three generations in the material handling industry. Their focus on quality service, equipment, and long-term customer relationships has allowed them to grow steadily. However, like many companies in the industrial sector, Tynan Equipment was always looking for new ways to stimulate lead generation and bring in new manufacturing and warehousing  customers for their sales force. Specifically, they needed to find high-quality industrial sales leads to drive growth in their core business verticals, such as forklifts, railcar handling equipment, cleaning solutions, and racking equipment.

The Challenge: Uncovering High-Value Opportunities

Over the years, Tynan Equipment had utilized various lead generation services to support their sales team. However, these services often focused on smaller maintenance leads, which did not meet Tynan’s needs for larger equipment sales or rental opportunities. The company’s sales force was tasked with finding new business, particularly with clients who required large fleets for equipment rental or procurement. The existing lead generation providers were unable to identify the manufacturing leads that Tynan needed to support their sales efforts.

John Battiston, President of Tynan Equipment, understood that the company’s growth strategy required a different approach. In the summer of 2021, Tynan Equipment, a long-time customer of Industrial Market Intelligence services from Industrial SalesLeads, decided to explore the company’s Outsourced Business Development Services to see if they could offer a more targeted solution for identifying industrial sales leads.

A Tailored Prospecting Service: Flexibility and Customization

One of the first things that caught Mr. Battiston’s attention was the flexibility offered by Industrial SalesLeads. Unlike other lead generation companies that required long-term, upfront contracts, Industrial SalesLeads provided Tynan Equipment with the flexibility to test their appointment setting services before committing fully. This flexibility allowed Tynan to explore the service without the fear of being locked into a long-term arrangement.

Additionally, Industrial SalesLeads took a hands-on approach to customize the lead generation process. They worked closely with Tynan’s executive team to ensure the program aligned with the company’s specific goals and objectives. Rather than offering a one-size-fits-all solution, Industrial SalesLeads tailored their prospecting services to meet Tynan’s unique needs, including their focus on high-value industrial leads in verticals like forklifts, railcar equipment, and cleaning solutions.

This customized approach allowed Tynan to not only identify new opportunities but also to prioritize those that offered the highest potential for long-term business relationships. Industrial SalesLeads provided Tynan with the insights and market intelligence they needed to make informed decisions about where to focus their sales efforts.

Key Sales Support Services: Appointment Setting, Targeted Lookup, and Territory Coverage

Throughout the six-month engagement with Industrial SalesLeads, Tynan Equipment was able to take advantage of several key sales support services that helped drive measurable ROI. These services included:

1. Appointment Setting
   Mr. Battiston and Sales  Manager Kirk Whittaker worked closely with Industrial SalesLeads to identify target companies that fit Tynan’s ideal customer profile. The team at Industrial SalesLeads then used their sales development expertise to engage with these companies and nurture them through the sales funnel. By setting up qualified face to face appointments with key decision-makers, Industrial SalesLeads helped Tynan Equipment secure high-value meetings that directly contributed to new business opportunities. “We received high-quality leads with great scale,” Mr. Battiston noted, highlighting the importance of having well-targeted appointments to grow the company’s pipeline.

2. Targeted Lookup
   When Tynan’s sales representatives were out on appointments, they maximized their drive time by stopping at other nearby companies. However, breaking into these accounts often proved difficult. That’s where Industrial SalesLeads came in with their targeted lookup services. Industrial SalesLeads used their industrial market intelligence to uncover additional information about adjacent target accounts and facilities. This information helped Tynan’s sales reps engage with new prospects and generate more qualified leads, turning their travel time into more productive prospecting efforts.

3. Intermittent Territory Coverage
   Like many companies in the material handling industry, Tynan Equipment occasionally faced gaps in territory coverage when sales reps left or were reassigned. Rather than leaving these territories unattended, Tynan strategically used Industrial SalesLeads to continue developing the area until they could assign a new sales representative. This flexible approach ensured that no opportunities were missed, even during transitions in the sales team. “We use Industrial SalesLeads like a Swiss Army knife—using the right tool in the right situation,” said Mr. Battiston.

Measurable Success: Driving Pipeline Growth and Improving ROI

The results of Tynan’s partnership with Industrial SalesLeads were clear. Over the six-month period, Industrial SalesLeads contributed between 5% and 8% of the company’s sales pipeline. This percentage was equivalent to the performance of a fully ramped-up sales representative, making the investment in prospecting services a cost-effective way to drive business growth. For Tynan, these results confirmed that Industrial SalesLeads’ services were not only filling the pipeline but also generating high-quality leads that converted into revenue.

Looking Ahead: A Collaborative Effort for Long-Term Growth

With the success of the initial phase, Tynan Equipment is now focused on deepening its partnership with Industrial SalesLeads over the next six months. Mr. Battiston’s goal is to increase the contribution of Industrial SalesLeads to 10% to 15% of the company’s sales pipeline. He believes that continued collaboration between Tynan’s sales team and Industrial SalesLeads will allow both organizations to better perfect their prospecting efforts and drive sustained growth in key verticals.

“As efforts continue in a positive direction, I see a long future for us both,” Mr. Battiston concluded. With the support of Industrial SalesLeads’ appointment setting, lead nurturing, and targeted prospecting services, Tynan Equipment is well-positioned to achieve its sales goals and continue growing its presence in the material handling industry.