QUEST RESOURCE MANAGEMENT GROUP
Building Credibility That Closes Deals
tailored thought leadership content
Quest
Industry: Waste Management
Quest is a national provider of waste and recycling services that enables larger businesses to excel in achieving their environmental and sustainability goals and responsibilities. Addressing a wide variety of waste streams and recyclables, Quest provides information and data that tracks and reports the environmental results of Quest’s services, gives actionable data to improve business operations and enables Quest’s clients to excel in their business and sustainability responsibilities.
Challenge
Quest Resource Management Group serves diverse sectors – automotive, multifamily housing, industrial manufacturing, grocery, food manufacturing, and retail – each with unique waste stream challenges and compliance requirements. Sales cycles stretched months, sometimes years, as prospects navigated complex considerations: regulatory compliance, supply chain implications, ESG regulations and carbon-neutral commitments. Multiple stakeholders needed convincing, each requiring education on different aspects of waste strategy.
As sustainability became a boardroom priority, brands sought a trusted partner to navigate operational changes. Quest's innovative, data-backed solutions could deliver real impact, but the company needed to expand awareness of their proprietary processes and establish credibility with decision-makers long before sales conversations began.
The fundamental challenge: How do you build trust and move prospects through a complex B2B buyer journey when your audience requires significant education before they're ready to engage?
APPROACH
Belle launched a strategic thought leadership campaign designed to fuel every stage of Quest's buyer journey, from initial awareness through consideration and final choice.
Our team embedded itself within Quest's sales, marketing, operations and leadership functions. This integration gave us visibility into the specific challenges each target industry faced.Â
The strategy centered on positioning Quest executives as industry authorities on topics prospects were already researching: waste reduction options, supply chain sustainability, grocery sector greenwashing, zero-waste supply chains, ESG goal achievement and more.
We focused on building the external validation B2B buyers demand. Third-party media coverage and expert commentary created credibility signals that transformed a vendor from "risky unknown" to "trusted choice."
PROGRAM
Belle executed a sustained national and trade media relations program that consistently placed Quest in front of key decision-makers across industries. Coverage spanned the buyer journey:
Building Awareness: National outlets like Forbes featured Quest's expertise on waste reduction options and responsible waste management, introducing the brand to prospects in early research phases.
Establishing Trust: Industry publications, such as Progressive Grocer, Retail TouchPoints, Total Retail, Supply Chain Brain and Industry Today, validated Quest's approaches through third-party editorial coverage.Â
Supporting Consideration: Thought leadership content addressed specific pain points, demonstrating Quest's understanding of buyer challenges.
Beyond earned media, Belle served as a strategic extension of Quest's communications function, providing leadership media training and developing crisis communication protocols.
OUTCOMES
Belle helped Quest achieve over 150% growth in share of voice, with the brand regularly commanding majority share compared to competitors – a position sustained for years. This market presence translated to tangible business impact as thought leadership content kept Quest visible in the channels target buyers used for research and vendor evaluation.
Third-party media placements enhanced Quest's search discoverability, ensuring the brand appeared when prospects searched for waste management solutions. Sales teams leveraged coverage as conversation starters and credibility builders, shortening education cycles and accelerating deal velocity.
Decision-makers increasingly entered sales conversations already convinced of Quest's expertise, shifting discussions from "Why Quest?" to "How do we get started?"