B2B lead generation for fleet leasing
Winning corporate fleet accounts for a vehicle leasing company
A leasing company competing with bank-owned giants needed mid-size corporate fleets, the accounts large enough to matter and small enough to switch. We built outbound around fleet renewal cycles, electrification mandates and new depot openings, and the sales team spent its time on proposals instead of prospecting.
- Client
- Commercial vehicle leasing company
- Region
- Netherlands and Belgium
- Scale
- 180 to 250 employees
- Timeline
- Live in 2 weeks, measured over 6 months
Representative engagement. Client details are anonymised and figures reflect typical outcomes from comparable deployments.
What the client got
0
Discovery calls with fleet decision-makers
In six months, at companies running 25 to 400 vehicles.
0
New corporate fleet contracts
Including three full electrification programmes.
0.0%
Reply rate
Sequences that referenced specific zones and tax positions outperformed generic ones threefold.
The bottlenecks
Bottleneck 1
Big competitors, bigger brand budgets
The company could not outspend bank-backed lessors on advertising. Growth had to come from direct conversations with fleet decision-makers.
Bottleneck 2
Fleet renewals are predictable but invisible
Most fleets renew on three- or four-year cycles. The timing was knowable from public data but nobody was tracking it.
Bottleneck 3
Electrification created urgency nobody was using
Zero-emission zone rules and company car tax changes forced fleet decisions. Competitors were not talking about it in outreach.
What we built
Step 1
Fleet signal mapping
Target companies were identified from vehicle registration patterns, depot openings, hiring for drivers and logistics roles, and public sustainability commitments, then mapped to fleet, procurement and finance contacts.
Step 2
Electrification-led messaging
Sequences led with a company-specific angle: the zero-emission zones their depots fall into, the tax position of their likely fleet mix, and a total-cost comparison the lessor could back up.
Step 3
Reply handling and proposal hand-off
Our team qualified replies on fleet size, renewal timing and vehicle mix, then booked discovery calls and passed a brief to the account executive with the data gathered.
Step 4
Pipeline hygiene
Every account, contact and conversation was logged in the CRM with source and stage, giving management a forecast they could read without asking.
The automation workflow
Fleet outbound pipeline
From renewal signal to proposal
Questions clients ask about this engagement
Where does fleet size data come from?
Public registration statistics, company filings, job postings and the companies’ own sustainability reports. No private data.
Can this run in multiple languages?
Yes. Sequences ran in Dutch, French and English depending on the contact’s region and the company’s working language.
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Have a similar bottleneck?
Tell us how the work happens today. We will show you the workflow we would build and prototype it on your own process.