Setting a pharmacy company up for healthy sales growth
SERVICES:
CAMPAIGN OVERVIEW:
COMPANY
Pharmacy services provider
TARGET AUDIENCE
Approximately 4,000 hospitals
DECISION-MAKERS
Pharmacy Directors
Chief Nursing Officers
GEOGRAPHIES
U.S.
LANGUAGES
English
BY THE NUMBERS:
10:1
Campaign ROI
40%
Medical decision-makers reached
100
Appointments set
each year
Quick look:
- Replacing an under-performing provider
- Filling the sales funnel for five years
- Automating information flow
- Saving in-house sales reps’ time
CHALLENGE:
Incumbent lead-gen partner falling short
A national pharmacy services company needed a boost selling its services to hospitals. The company’s regional vice presidents needed well-qualified leads that their current lead generation provider wasn’t delivering. Buyer profiles for leads and appointments were spotty. Records weren’t properly updated. And an inability to integrate with Salesforce CRM meant slower lead delivery and additional work for the inside sales team.
SOLUTION:
Get appointments on reps’ calendars
Our decades of healthcare experience helped us hit the ground running. We provided exactly what in-house sales reps needed. We connected with hard-to-reach pharmacy decision-makers at hospitals, qualified leads and set appointments directly on reps’ calendars. We shared accurate buyer details automatically by integrating directly with Salesforce CRM. We updated information on 73 percent of the hospitals—including opt-in-emails—to provide an accurate, up-to-date marketing database.
RESULTS:
Sales gets a much-needed shot in the arm
From exactly the same 4,000-hospital list as our lead-gen predecessor, we booked an average of 100 appointments per year for five years running. We reached 40 percent of the decision-makers on the list. A company that started with us five years ago is still a valued partner today.
