For a global lab company, a customer test scores robust results
SERVICES:
CAMPAIGN OVERVIEW:
COMPANY
Global medical reference laboratory
TARGET AUDIENCE
Hospitals and specialty physician offices
DECISION-MAKERS
Lab Directors
Lab Managers
Specialty Physicians
Specialty Clinicians
GEOGRAPHIES
U.S.
Canada
Latin America
Asia
Europe
LANGUAGES
English
Spanish
Portuguese
Japanese
BY THE NUMBERS:
$11.1 million
New business volume in last fiscal year
30,000
Sales opportunities generated
9:1
Campaign ROI
Quick look:
- Representing a renowned medical brand
- Building trust with new clients and clinicians
- Creating ongoing revenue using global capabilities
CHALLENGE:
Find the right partner to scale international sales
A premier medical laboratories provider needed new avenues for international sales growth. To jumpstart sales, they needed to inform hospitals and physicians about new clinical tests. But with their team focused on larger accounts, potentially lucrative new and smaller accounts weren’t being sufficiently explored. The idea of outsourcing lead generation was attractive–if they found a local partner with deep healthcare experience to trust with their brand’s reputation. They also needed a contact center with international, multi-language capabilities.
SOLUTION:
Build relationships that pay
Using live, rapport-building, information-sharing conversations, we cultivated a new cohort of healthcare customers. We started in the U.S., proved our effectiveness, then quickly scaled to include simultaneous worldwide campaigns in multiple languages. We made it easy for the inside sales team to use the market intelligence and leads the campaigns generated with seamless CRM integration and daily updates. Sales reps received daily notifications of new leads. With new lab tests released regularly, the relationships we’ve built continue to pay off; decision-makers know our calls mean valuable connections to new clinical diagnostics.
RESULTS:
$12.3 million reasons to keep calling
By the numbers: $1.2 million in revenue produced, $11.1 million in bids won during the last fiscal year, 30,000 sales opportunities generated, 5,000 requests for information by email, 130 campaigns across multiple sales divisions spanning seven years and counting. We’re proud to be considered an integral part of their internal sales team.
