There are a myriad of steps to generate qualified healthcare leads. It involves booking sales-ready appointments and testing messaging and value propositions for new healthcare products. Inside sales resource capacity must be added, and decision-makers at large healthcare systems need to be identified. Additionally, vendor contract expiration dates and budgets should be researched.

These are just a few of the objectives for our medical device outbound calling campaigns. Often, a single call to a healthcare prospect yields several important results, which is why a range of healthcarecompanies across the country—from innovative startups to established Fortune 500 companies—trust us to represent their healthcare brands in the market.

With over 30 years of experience in healthcare lead generation and outsourced inside sales, makes Volkart May the ideal partner for healthcare marketing and sales teams who need to engage buyers at hospitals, clinics, labs, pharmacies and other medical providers.

Three medical technology case studies in generating leads in the healthcare industry

Explore three healthcare case studies to hear from our clients—in their own words—why they selected Volkart May. Contact us to discuss how our services can assist you in achievingyour healthcare sales and marketing goals.

OneOme achieves over 60 monthly leads and accelerates growth

OneOme, a startup specializing in medtech innovation, faced the challenge of promoting their pharmacogenomic testing (PGx) solution to physicians and pharmacists across various markets. But, they lacked the internal resources to handle sales prospecting for both small and large accounts simultaneously.

Volkart May helps this startup grow by:

• Identifying the right market segments
• Generating leads with healthcare providers
• Creating a pipeline of awareness and cultivate future interest

By outsourcing cold calling and lead generation, OneOme’s internal sales team was able to stay focused on their high priority healthcare systems. Our team of experienced healthcare callers engaged smaller providers, profiling each one for fit and assessing their interest in pharmacogenomictesting (PGx). We generated qualified leads and arranged for sample kits and even booked warm appointments directly on OneOme’s sales reps’ calendars.

Positive results appeared just a few days into calling:

• The campaign averaged more than 60 qualified leads each month
• For every clinical decision-maker we reached, two-thirds converted to a lead or sales appointment

“Volkart May’s professionalism, ability to understand the customer and to deliver high quality at a reasonable cost keeps me coming back,” said Paul Owen, CEO of OneOme.

Read the full case study for OneOme.

Medicom Health Interactive reports a 30:1 ROI on callingcampaigns.

Volkart May helped this startup scale by:

• Identifying the right market segments
• Generating leads with healthcare providers
• Creating a pipeline of awareness and future interest

Outsourcing cold calling and lead generation kept OneOme’s internal sales team focused on high priority healthcare systems. Our team of experienced healthcare callers engaged smaller providers. We profiled each provider for fit, assessed their interest in PGx testing, and generated qualified leads. We arranged to send sample kits and even booked warm appointments directly on the OneOme’s sales reps’ calendars.

Positive results appeared just a few days into calling:

• The campaign averaged more than 60 qualified leads each month.
• For every clinical decision-maker we reached, two-thirds converted to a lead or sales appointment.

“Volkart May’s professionalism, ability to understand the customer and to deliver high quality at a reasonable cost keeps me coming back,” said Paul Owen, CEO of OneOme.

Read the full OneOme case study.

Medicom Health Interactive measures 30:1 ROI on call campaigns

Medicom Health Interactive had initial doubtsabout outsourcing their lead generation to a contact center, but due to ambitious revenue goals, a significant product launch, and limited internal sales prospecting resources, they opted to explore a different strategy.

Volkart May helped this medical technology provider to:

• Generate new leads and increase the sales cycle
• Uncover valuable market insights
• Achieve the goal of generating leads within a short timeframe

Medicom Health Interactive’s project required quick results, and our healthcare experience and dedicated focus on calling enabled us to produce results fast.

Within 90 days, results were clear:

• The campaign resulted in a 30 to 1 return on investment ROI
• We achieved a $483 cost per lead for a solution worth hundreds of thousands of dollars
• 70 percent of leads generated advanced in the sales process

The company overcame their reservations towards outsourcing sales prospecting and remain a valued customer.

“Partnering with Volkart May let our sales team focus on qualified opportunities, rather than time-consuming cold calling. We’re on track to achieve 30:1 ROI,” said Josh Fieldman, Vice President of Sales, Medicom Health Interactive.

Access the complete case study for Medicom.

Outbound calling books 100 sales appointments per year with hospital buyers

After experiencing inconsistent appointments, incomplete information and poor integration with their CRM technology from their current lead generation provider, a national pharmacy services company chose to switch to Volkart May in order to boost their sales of services to hospitals.

Volkart May assisted in engaging busy pharmacy decision-makers and:

• Fill the sales funnel with qualified leads and appointments
• Automate information flow through Salesforce CRM
• Save time for the in-house medical sales reps

Our decades of healthcare experience helped us hit the ground running. From the same 4,000-hospital list as our lead-gen predecessor, we booked an average of 100 appointments per year. A company that started with us five years ago is still a valued partner today.

The outbound calling campaign achieved significant results.

• 10:1 overall ROI
• Scheduled a total of 500 qualified sales appointments over a five-year period.

Read the full case study on pharmacy services.

Take steps to advance your healthcare company sales

To connect with healthcare decision-makers in various provider settings, our services can assist you in achieving sales and revenue goals with ease. Contact us to learn more.