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.
– 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
– Roel D, District Sales Manager – Progressive Waste Solutions
– 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