Progressive

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Gopher Leads Helps Progressive Waste Realize Driver Potential

Progressive Waste Solutions (Waste Connections of Canada) provides waste services to commercial, industrial, municipal and residential customers across North America.

To help increase the number of leads (net new & retention) in their sales pipeline, Progressive Waste Solutions rolled out a Gopher Leads campaign to an Ontario district in mid-2016.

Key Objectives

– Increase sales pipeline activity

– Sell more services to existing customers

– Knockout competitor bins in neighbouring locations

– Engage drivers attempting to increase communication across the whole company

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Score Card & Findings

– 17.9% Sales conversion rate from lead capture to new closed-won business

– Leads breakdown: 20% new location and 80% service upgrade

– Communication throughout the division was strengthened, drivers and salespeople now work together

– Over 2 new incremental deals per driver per year where it didn’t exist in the past

– Higher margin deals by finding new business on existing routes