The challenge

A global transportation, shipping, and logistics company had a stagnant B2B pipeline of leads that it wanted to reignite. 

The company relied on static lead lists and a generic outbound strategy, with limited visibility into prospects’ buying intent. The sales team had no clear signal on who to prioritize or “why now.”

Our solution

We put TTEC’s Funnel Accelerator lead enrichment solution to work for the company, which included:

Account-based prospect selection: We started from a validated positive set of leads, from the company’s strategic account universe rather than broad ICP-based lists. This ensured every contact belonged to a high‑value, pre-qualified account aligned with the company’s growth priorities.

Intent signal detection: We built an intent detection layer using Bombora to identify accounts actively researching relevant logistics, shipping, and supply chain services. This allowed us to prioritize prospects showing real in-market behavior, not just demographic fit.

Lead enrichment and scoring: For each account, we enriched decision-makers with advanced attributes (such as role relevance, buying group alignment, and intent topics) and applied a daily lead scoring model combining account fit and intent strength.

Personalized outreach engine: We designed and executed multi-touch email cadences combining short-form video and tailored text messaging, directly mapped to the service or solution for which the account was actively looking. 

Daily marketing qualified lead (MQL) delivery to sales: Rather than batching or periodic uploads, we sent daily, sales-ready MQLs to the company. Each included an intent score, the topic or service of interest, and context for outreach prioritization.

Instead of taking a generic approach, our strategy aligned timing, relevance, and personalization – things that are critical in the complex B2B sales cycle. 

We shifted the company’s approach from volume-based outreach to intent-led activation; from generic messaging to interest-driven messaging; from periodic lead handoffs to a daily, prioritized MQL flow; and from contact-level targeting to an account- and buying signal-led strategy.

Results

Our more targeted approach drove significantly greater outreach success and more sales opportunities for the company.

With the right messages landing before the right audience, we increased the sales team’s outreach open rate by 25%. Our work also generated a 15% lead-to-opportunity rate since offers were reaching prospects who were more likely to buy.

TTEC’s Funnel Accelerator didn’t just boost opportunities, it drove conversions as well, resulting in 120% target attainment for new contacts.