Lead Generation Italy for Mechanical Carpentry - Steel Processing
The client, one of Europe’s leading steel manufacturers, specialises in the production of complex semi-finished products for critical sectors such as lifting (mobile cranes, harbour cranes), earthmoving and special vehicles. The aim of the project was to penetrate the market in central and northern Italy, identifying manufacturers of lifting equipment and metal structures with a turnover of more than €3 million, with the aim of converting the contact into a solid commercial partnership for the provision of high-precision services.
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Goals
Mapping and georeferencing lifting equipment manufacturers and large metalworking companies operating in central and northern Italy.
Identify and engage the Purchasing Managers and Production Managers of target companies.
Qualify the potential of partners based on the type of production and the need for special steels.
Generate in-depth sales appointments and stimulate requests for quotations (RFQs).
Consolidate the brand’s positioning among high-end industrial stakeholders.
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Activities
Rigorous research and selection of an initial database of 1,338 prospects, filtered by product sector and financial stability.
Georeferencing of contacts on a digital map to optimise the territorial coverage of the sales network.
Enrichment of company profiles with qualitative data on production capacity and the type of semi-finished products used.
Execution of a Contact Management campaign on a validated panel of 1,098 companies, filtered to exclude profiles outside the target audience.
Structured telephone interviews to gain operational insights into prospects’ supply needs and production challenges.
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Outcomes
Organisation of 18 qualified business meetings with decision-makers ready for technical discussions.
Generation of 28 immediate requests for quotations for the processing of special steels.
Final conversion of two new important long-term business partners acquired by the client.
Complete mapping and advanced profiling of over 1,000 target companies for future development actions.
Accurate identification of purchasing managers, drastically reducing search times for internal sales managers.
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Value for the customer
Acquisition of new supply contracts with major industrial partners in the lifting and earthmoving sector.
Availability of a visual and analytical overview of the distribution of prospects in Italy’s most strategic economic areas.
Operational efficiency of the sales force, focused exclusively on pre-qualified opportunities and concrete requests for quotations.
Provision of a database enriched with valuable technical details to customise commercial offerings and future marketing approaches.
Accelerated time-to-market thanks to the removal of initial filters and direct access to decision-makers.
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