Lead Generation and Lead Qualifcation using inside sales
The new world of lead generation and lead qualification
Covid -19 had some profound impact for sales representatives within the life science markets. JBC has spent years reaching out to prospects and have identified the following:
- Biotech and Pharma companies revised phones systems to allow for transfer to mobile phones and to eliminate switchboard operators.
- Access to researchers was significantly reduced by eliminating as prospects did not opt in to be identified through automated attendants.
- Webinars, emails and other outreach became increasingly prevalent making even the best content driven marketing highly competitive for eyeballs
- Sales reps are challenged by cold prospecting as fewer people answer phones.
- ~30% of marketing leads sent to sales reps are from competitors, or people only getting educated and are not viable prospects.
- ~10%-15% typically have incorrect contact information
- ~30% are not reachable by email or phone and do not return messages (when making >4 attempted calls)
Interesting facts
- Sales reps when prospecting only reach about 1-2 live discussions per hour.
- Sales reps only attempt to make contact with marketing qualified leads or new prospects up to 3 times on average including one email .
- 40%-50% of prospects will answer an email or a phone
- 60% of prospects who will answer their phones do so within 3 attempts.
- 20% of sales appointments are made between 4-7 attempted calls.
- 40%-60% of new leads generated at conferences, webinars and web inquires only include a mobile number
- Only 15-18% of calls made to mobile phones are picked up
What does all that mean?
- Its really hard these days to get people on the phone and paying a field sales rep to contact people blindly is not cost effective.
- Lower conversion rates of MQL to SQL and decreasing ROI of marketing programs.
- Sales prospecting leads to fewer sales opportunities.
How we help - lead generation
- JBC retains sales reps with extensive field experience and a broad knowledge of research tools. We have spent the last 10 years building our technology platform which enables us to create a targeted list of pharma prospects including mobile numbers for texting .
- Our ability to find leads which convert to demos and sales in a cost effective manner has been proven over and over by our referenced client base.
- A proprietary search engine and custom CRM allows us to identify high probability prospects and generate high volume calling while at the same time speaking to 2x -3x the number of prospects as compared to a sales rep or your inside sales teams.
- We use multiple tools for outreach including LinkedIn, emails calling and texting which enhance the outreach.
- Our technical team delivers the market intelligence you need to better position your product and deliver success.
How we help - lead qualification
- Many companies find conversion rates of marketing qualified leads to sales qualified leads well below the industry standard as sales reps find ways to subvert CRM tracking and tend not to contact leads unless known to be actionable.
- JBC can increase your conversion 50% or more. (see case study)
- We track all facets of calling and reach out with multiple modalities, multiple times to get qualified appointments for your reps.
- Our unbiased approach, metrics and tactics provide you the information to better hone your marketing programs and increase your ROI.
