Researching Target Buyers for an Industrial Equipment and Inventory Marketplace

Finding and researching relevant buyers for industrial equipment auctions. Publicly-traded online marketplace for industrial equipment and excess inventory, with over $200 million in annual revenue.

Overview
The Challenge

Efficiently and Economically Identifying New Prospective Buyers

A publicly-traded eCommerce marketplace specializing in industrial equipment, excess inventory, and other large-ticket B2B transactions experienced success and steady volumes. However, with this accomplishment, and the over $200 million of annual revenue that came with it, the client also faced a bottleneck.

While appreciating the influx of orders and auction listings for industrial equipment and excess inventory, the client’s staff had trouble keeping up with the demand for potential buyers. The client’s team struggled to identify qualified buyers for the equipment inventory they were given. This time-consuming process required staff to determine possible targets, track down relevant contacts at each company, and demonstrate value to close sales. Finding the right people at the right businesses for the right products proved burdensome, inefficient, and costly for the client’s internal teams, while inventory sat waiting to be moved.

The Solution

Enabling Successful Sales with Assivo Research and Prospecting

The client engaged Assivo to help solve their prospecting problem. Assivo determined that allocating resources to research and identify potential buyers would save the client considerable time and money in the presale process. Assivo staffed a team of 8 full-time associates who solely focused on assembling large lists of potential buyers for equipment and inventory. The clients’ brokers provided key insights by highlighting specific companies, job titles, and criteria that generated buyer personas for Assivo staff to reference for each listing. Assivo was then able to quickly ramp up research and outreach to boost client sales.

The Result

Time Saved Prospecting Yields Time Spent Closing New Deals

Assivo’s team put together lists of 100-200 relevant contacts for each listing, saving the brokerage team the work of research and data collection. The client started to close more deals and reduced the time that listings sat on the market. Assivo staff allowed the client’s internal team to focus their efforts where it mattered most: demonstrating value and moving inventory. By bringing Assivo on board, the client increased the number of identified potential buyers it had available for accurate prospecting, leading to qualified product interest and purchases.

How to work with

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