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Northern Illinois University

College of Business - NIU

Upcoming Project


The Icon Companies

Topic: Maximizing lead management and sales funnel integration strategies & tactics in a B2B selling environment
Meeting Time: Monday and Wednesday, 11:00 AM to 12:30 PM
Coach: Dr. Dan Weilbaker

The Icon Companies is the nation’s leading exterior signage and maintenance company. With sales over $100,000,000, Icon is positioned to continue to lead its industries. Historically, Icon has been very strong in the financial, small box retail and corporate industries. Their largest clients are Walgreens, CVS, Bank of America, Chase, Citi, Jiffy Lube & Home Depot.

2009 has been a year to realign sales, marketing and lead management strategies. Significant strides have been made building out the infrastructure. However, Icon feels they have just begun to scratch the surface as far as lead management and sales integration. To that end, Icon would like an ELC team to examine how to maximize lead management and sales funnel integration strategies and tactics in their B2B selling environment. They would like the team to specifically address:

  • Internal team organization and systems
  • The proper marketing mix to generate the most effective and qualified leads
  • Additional industries they can be targeting to fuel growth and in what priorities, based on existing manufacturing capabilities and new capabilities which can be added or acquired with minimal capital investment
  • How to most efficiently qualify and monitor the leads into the sales funnel
  • The measurement systems to track the Sales Team activity and hit ratios and how to report these results back to the Executive Team and Board

The ELC is accepting applications through our new online application system October 12-30. Click here to apply.