Lead Generation and Lead Qualifcation using inside sales

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) 

• 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

• 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.

• 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.

• 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.