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 JCB Case Study 

See how Concept worked with JCB to overcome dealer network lead generation management and brand awareness challenges with an outreach sales strategy that leveraged outbound calls and emails.
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INTRODUCTION

Enhancing Global Market Presence and Lead Management

In the highly competitive construction equipment industry, effective sales development and CRM management are crucial for maintaining and growing market share. This case study explores how JCB, with the support of Concept, improved their brand awareness, lead nurturing, and dealer network support, resulting in significant business advancements.

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CLIENT BACKGROUND

JCB: A Global Leader in Construction Equipment

JCB is one of the world's top three manufacturers of construction equipment, with over 12,000 employees across four continents. With a history spanning over 70 years, JCB produces a diverse range of more than 300 machines and sells products in 150 countries through 2,000 dealer locations.

CHALLENGES

Addressing Lead Management and Market Intelligence

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Enhancing Brand Awareness and Dealer Network Support

JCB needed to increase brand awareness and provide robust support to their dealer network to sustain and grow their global market share.

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Improving Lead Nurturing and Distribution

JCB struggled with effective lead management by their dealers, increasing brand awareness, and nurturing leads through the sales pipeline.

STRATEGIC APPROACH

Implementing Comprehensive Business Development Programs

To tackle these challenges, JCB partnered with Concept to implement strategic initiatives focused on outbound sales development and CRM management. The initiatives included:

Increase Awareness & Market Insights

We executed disciplined call programs to increase brand awareness, identify decision-makers, obtain contact information, and uncover market intelligence for more targeted marketing campaigns.

Efficient
Lead
Nurturing

We partnered with JCB and participating dealers to design and implement programs within targeted dealer territories, following up on marketing-generated leads, and targeting prospective customers.

Lead Distribution Process Implementation

Our CRM and Appointment Setting teams created an automated lead distribution process in Salesforce, encouraging dealer contacts to utilize CRM programs and provide feedback on leads and sales results.

RESULTS

Driving Business Growth through Strategic Sales Development

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Driving Business Growth through Strategic Sales Development

$10M+

Worked Through The Sales Pipeline

3,700+

Leads Qualified And Progressed Through The Sales Funnel

36,000+

Calls Made On Behalf Of JCB

Improved Lead Management and Market Intelligence

Brand Awareness and Market Intelligence

Brand Awareness & Market Intelligence Enhanced brand awareness and market intelligence, leading to more effective targeted marketing campaigns.

Nurturing and
Distribution

Efficient lead nurturing and distribution processes, resulting in higher conversion rates and better dealer support.


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IN CONCLUSION

Transformative Impact through Strategic Partnership

By partnering with Concept, JCB significantly improved their sales development processes, lead management, and market intelligence. This case study highlights the importance of strategic initiatives in overcoming business challenges and achieving success in the competitive construction equipment industry.

See What Our Clients Have Said...

 

Concept was very proactive in the Salesforce implementation to ensure that the system met our objectives. They were also very responsive to making changes to accommodate various users. From our experience, Concept Services is highly recommended.

Pete Voss

President | Voss Equipment, Inc.

Great experience

If you are looking to outsource your outbound calling and business development, I highly recommend  Concept. It will end up costing your company more money to hire the wrong people internally than to make the right choice in outsourcing!

Vinnie Rocco

General Manager | Amcast

Thorough and patient customer service for first-time CRM users

This was our first implementation of any CRM system and the Concept staff was very patient and thorough walking us through the entire process. They asked a lot of questions to better understand our processes and goals and always made sure we were comfortable before moving on to the next step. We are now setup to run several automated workflows and marketing campaigns with plans to continue working on additional marketing projects. We certainly could not have gotten to this point on our own!

Lori Z.

| MHEDA

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Are You Ready to Accelerate Your Sales Pipeline?

Drive measurable growth like JCB. Our appointment setting and lead generation strategies are built to fuel your pipeline, enhance market intelligence, and improve dealer engagement. Whether you're looking to generate high-quality leads, streamline CRM processes, or strengthen your sales team’s impact -Concept is ready to help you do it.