How a building materials and services firm built a resilient sales prospecting engine

A building materials had developed a robust sales pipeline outside the United States. Their services were in high demand in South America, Europe, Asia, and the Middle East, but hardly anyone in the U.S. knew they existed – even though their headquarters are located here.

The company’s unique product-service combination is perfectly tailored to meet the needs of American architectural projects.

But their uniqueness meant prospective clients didn’t even know to search for a supplier who could deliver those results. This meant the firm wasn’t getting any inbound leads from the United States.

The firm’s only salesperson had no choice but to cold call and send cold emails. Since the customers hadn’t heard of what the firm offered, the salesperson had to spend a lot of time on customer education.

Additionally, the website and all of the print and digital marketing were geared toward non-U.S. audiences. The salesperson had no time to create the supporting materials he needed.

With nothing that spoke to the U.S. market, prospective clients lacked confidence that the company’s products would translate to American buildings. 

The company needed to establish a presence in the U.S. market without undercutting its sales efforts in other parts of the world.

Within one year, our work generated several million dollars in U.S. sales. The client has experienced explosive growth, which continued through the pandemic and beyond.

Sales increase

Over $10M YTD

Website traffic

22% year-over-year growth

Social media following

368% increase

Search engine keywords

500% growth