Letter B Global Strengthens Sales Pipeline Through CIRAS Lead Generation Program
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Author: Maya Worley
Through a structured lead generation program, Letter B Global Technologies strengthened its sales pipeline and identified new opportunities that could generate approximately $200,000 in annual revenue.
Company overview
Letter B Global Technologies, based in Coralville, Iowa, is a custom software development and IT company specializing in human–computer interactions, accessibility, and operational automation. Since 2008, the company has delivered tailored solutions for industries including manufacturing and agriculture, with expertise in RFID tracking, inventory management, data systems, and cloud migration.
Situation
As Letter B Global continued to grow, company leaders recognized the need to strengthen their sales pipeline and improve how they identified and pursued new business opportunities. While the team had strong technical expertise and industry knowledge, building a consistent lead generation and sales process presented a challenge.
Trevor Bollers connected with CIRAS to explore strategies for identifying and qualifying potential customers that fit the company’s target market. The goal was to better define sales targets, increase market awareness, and develop a structured approach to prospecting for new business.
Solution
CIRAS worked with Letter B Global to implement a lead generation program designed to support the company’s sales and marketing efforts. Through collaboration with the Manufacturing Extension Partnership National Network affiliate DVIRC, the program helped establish a structured process for identifying potential customers and generating qualified leads.
The project included sales and marketing planning, competitive benchmarking, development of target prospect lists, and the setup of lead management tools. A related project also provided sales coaching guidance on messaging, sales qualification, and sales process management to support the lead generation effort. Over a six-month period, the program provided ongoing market scouting and business development support, helping the company identify potential opportunities and refine its outreach strategy.
Through the program, Letter B Global gained new insight into market segmentation, lead generation strategies, and the steps required to move potential prospects through the sales process.
Results
As the program progressed, Letter B Global identified several promising opportunities and began actively pursuing qualified leads. By the completion of the program, the company was working three viable sales opportunities and developing additional prospects for future outreach.
Two of those opportunities alone could generate approximately $200,000 in new annual revenue if secured. The program also helped the company better understand the complexity of lead generation and refine its approach to sales and marketing.
In addition to new revenue potential, the company avoided an estimated $50,000 investment that would have been required to hire a salesperson before the organization was ready. The lead generation program also helped clarify the company’s sales strategy and provided tools and insights that will support future business development.
With a stronger understanding of lead generation and sales processes, Letter B Global is now better positioned to pursue new business opportunities and continue expanding its customer base.
Contact CJ Osborn to learn more.