How GCL B2B Powered Lead Generation for a Leading UK Waste Management Provider
The B2B landscape of today is highly competitive, and building a predictable sales pipeline requires more than just cold calls. It demands data accuracy, consistent opportunity generation, and strategic market insight.
This case study highlights how GCL B2B used B2B Telemarketing, as part of a joined up strategy, to help a leading UK waste management provider.
We supported the client to overcome key challenges, accelerate new business, and achieve a projected ROI of up to 15:1.
The Client
Our client is a leading commercial waste management company operating across the UK. Serving Hospitality & Leisure, Retail, Public Sector, Manufacturing, and Production sectors, the company provides collection and recycling solutions to both SMB and enterprise organisations.
With ambitious growth goals, the client needed a reliable source of qualified sales leads to support its team of UK Business Development Managers (BDMs) in winning new contracts and expanding market share.
The Challenge
The waste management provider faced three pressing challenges:
- Decision-Maker Access – Identifying and reaching the right contacts across multiple target sectors with accurate, up-to-date details.
- Consistent Opportunity Flow – Generating a steady stream of sales-ready leads to fuel the BDM team’s pipeline.
- Market Intelligence – Capturing insights on competitor presence and contract renewal cycles to optimise timing and outreach.
Phase One: Building the Foundation with High-Quality Data
During phase one of the campaign, we began with a Database Build. Our team constructed a robust target database of over 2,000 verified decision-maker contacts, complete with validated email addresses, covering all of the client’s target industries.
This ensured outreach was laser-focused, efficient, and immediately actionable.
Phase Two: Pilot B2B Telemarketing Campaign
With the database in place, GCL launched a 3-month pilot Telemarketing and demand generation program. A dedicated Sales Development Representative (SDR) was deployed to:
- Qualify opportunities based on fit and readiness
- Gather account-level intelligence to strengthen positioning
- Nurture early-stage prospects into the pipeline
This approach combined human-driven B2B Telemarketing with intelligent, data-backed targeting, ensuring that every conversation counted.
The Results
The pilot campaign delivered strong outcomes:
- 400+ Direct Decision-Maker Conversations
- 80 Qualified Engagement Opportunities
- 60 Marketing Qualified Leads (MQLs)
- Projected ROI of 10:1 to 15:1 within 12 months
These results not only validated the client’s investment but also created a predictable flow of high-quality leads for its BDMs.
Following these campaign results, our client provided the following testimonial:
“GCL B2B’s work quickly became an extension of our sales team. The quality of leads and the level of intelligence captured gave our BDMs exactly what they needed to open doors and close deals. The ROI projections speak for themselves.”
Why B2B Telemarketing Still Works
This case study (along with many others!) is proof that when executed with the right strategy, B2B Telemarketing remains one of the most effective channels for lead generation.
By combining accurate data, skilled SDRs, and sector-specific insights, businesses can build stronger pipelines and close more deals in a shorter timeframe.
About GCL B2B
At GCL, we specialise in B2B Telemarketing, lead generation, and appointment setting. Our SDR-as-a-Service model helps organisations to accelerate growth through intelligent, data-driven outbound campaigns.
For over 35 years, we’ve been delivering B2B Telemarketing campaigns for our customers, working across EMEA, North America, LATAM and emerging markets around the world.
Whatever your industry, whether it’s waste management, logistics, technology, or professional services, our approach delivers predictable, scalable pipeline outcomes that drive real business impact.
If you have any questions, or would like some more information on how we could help your business, feel free to contact us today on 0121 452 2020 or email us on info@gclb2b.com.
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