The Client provides specialized logistics solutions to manufacturing, technology, wholesale, retail, and home delivery companies throughout the United States. Its primary lines of service include managed freight, logistics, shipping, and storage.
\n\n\n\nThe Client has recently been ramping up its presence in the \u201clast mile\u201d delivery market. This was marked by a series of specialized logistics services rolled out during the last three years, which were aimed at helping traditional retailers and e-commerce companies streamline their home delivery operations.
\n\n\n\nTo support its push into the U.S. home delivery space, the Client had put together a \u201cfull spectrum\u201d marketing plan. The primary strategy combined a number of digital and outbound channels deployed throughout their conversion funnel.
\n\n\n\nDuring planning, the Client had also decided to divide the marketing activities between its internal team and an outside marketing agency. A third-party vendor would handle most of the early-stage prospecting and lead generation activities, while the company\u2019s in-house agents took care of activities further down the funnel.
\n\n\n\nTaking the Client\u2019s requirements into careful consideration, Mercury Labs then hammered out a plan for a twelve-month appointment setting campaign which consisted of:
\n\n\n\nSpecifically, the Client wanted the Mercury Labs team to carry out the following tasks:
\n\n\n\nThe campaign involved two key steps:
\n\n\n\nThe Client provided target decision makers for the Mercury Labs team to reach out which consisted of detailed demographic and firmographic segmentations.
\n\n\n\nThe buyer personas designated as the campaign\u2019s primary targets were Logistics Coordinator, Procurement Manager, Operations Manager, Shipping Manager, Home Delivery Operations Manager, C-level, President
\n\n\n\nThe master contact list was segmented based on these personas, and was further grouped according to industry type.
\n\n\n\nThe twelve-month ABM campaign delivered a total of 168 Sales Qualified Leads, 83 Marketing Qualified Leads and 540 Social Media Connections.
\n\n\n\nThe Client was able to close a deal that was worth $6M (from 3 leads) in the first half of the campaign.
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\n","protected":false},"author":1,"featured_media":42062,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220,145,1239,1762],"class_list":["post-41427","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3","tag-case-study-appointment-setting","tag-case-study-other-industries","tag-case-study-us"],"acf":{"cs_video_embed_code":"The Client provides specialized logistics solutions to manufacturing, technology, wholesale, retail, and home delivery companies throughout the United States. Its primary lines of service include managed freight, logistics, shipping, and storage.
\nThe Client has recently been ramping up its presence in the \u201clast mile\u201d delivery market. This was marked by a series of specialized logistics services rolled out during the last three years, which were aimed at helping traditional retailers and e-commerce companies streamline their home delivery operations.
\nTo support its push into the U.S. home delivery space, the Client had put together a \u201cfull spectrum\u201d marketing plan. The primary strategy combined a number of digital and outbound channels deployed throughout their conversion funnel.
\nDuring planning, the Client had also decided to divide the marketing activities between its internal team and an outside marketing agency. A third-party vendor would handle most of the early-stage prospecting and lead generation activities, while the company\u2019s in-house agents took care of activities further down the funnel.
\n","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_results":[{"label":"New Sales","value":"$6M"},{"label":"Sales Appointments","value":"168"},{"label":"MQLs","value":"83"}],"cs_highlights":[{"highlight":"Completed a highly successful US-wide appointment setting campaign for a B2B logistics provider"},{"highlight":"Maximized engagement and conversions through a combination of phone, email, LinkedIn, and AdWords touch points"},{"highlight":"Enabled Client to improve presence in new market segment with 3 new sales deals worth$6 million, plus other high-value opportunities in the pipeline"}],"cs_video":false,"cs_keywords":"","cb_web_property":"MAIN","cb_regional_pages":false,"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"cs_campaign_duration":"24","cs_client":{"name":"Anderson Cargo Services, LLC","website":"https://www.andersoncargo.com/","lob":"Managed freight, logistics, shipping, storage"},"page_faqs":false,"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"cb_banner_announcement":false,"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Market Expansion","Augment Marketing"],"cs_challenge_category_long":"The Client has recently been ramping up its presence in the \u201clast mile\u201d delivery market. This was marked by a series of specialized logistics services rolled out during the last three years, which were aimed at helping traditional retailers and e-commerce companies streamline their home delivery operations.\r\n\r\nTo support its push into the U.S. home delivery space, the Client had put together a \u201cfull spectrum\u201d marketing plan. The primary strategy combined a number of digital and outbound channels deployed throughout their conversion funnel.\r\n\r\nDuring planning, the Client had also decided to divide the marketing activities between its internal team and an outside marketing agency. A third-party vendor would handle most of the early-stage prospecting and lead generation activities, while the company\u2019s in-house agents took care of activities further down the funnel."},"faq_header_title":"","faq_header_desc":"","form_redirect_url":""},"featured_image_src":"https://mercurylabsmarketing.com/__callbox_upstream/cms/wp-content/uploads/2019/04/CS_OTH_B2B-Logistics-Brand-Seals-6M-in-New-Deals-from-Callbox-Campaign.jpg","yoast_head":"\n