Case Study: Telecommunications Company achieves 10% meeting rate, 22% close rate and $3.65M revenue gain with Inspirus

Incentive plan improves meeting rates and sales close ratio

Telecommunications Company needed qualified, high-probability leads its sales team could farm and sought an incentive-driven acquisition approach to hit goals including a 6–8% meeting rate, improved close rate, efficient online redemption and greater sales engagement. They engaged Inspirus to design a B2B customer acquisition incentive program to meet those objectives.

Inspirus delivered an eight-week program that rewarded targeted prospects (2,283 businesses in pre-wired buildings) with award codes redeemable online for name‑brand gifts (e.g., Apple iPad) or charitable donations, promoted via direct mail, personalized emails and phone follow-up. The Inspirus campaign produced a 10% meeting rate, a 22% close rate, $120,787 in new monthly recurring revenue and $3.65 million added to top-line revenue, and the sales team asked for the campaign to be repeated.