Sales of life science tools has radically changed over the last 20 years. Reps have gotten busier with fewer sales interactions. While prospecting is still essential to complement the marketing based lead generation efforts, cold and even warm phone outreach by a rep may only result in 1-3 discussions per hour while at the same time prospects are replying less frequently to email outreach. Hence, a rep likely spends a few hours a week on such efforts given the low return on time and broad responsibilities and travel time for higher value activities . The result of this shift reduces the follow-up time spent on marketing generated leads causing marketing ROI to drop. In addition, pipelines at the top of the funnel become less populated leading to more erratic forecasting and revenue generation.
JBC has discovered that at best 45 phone dials result in 1-3 phone discussions by the typical rep. Field reps infrequently have the tolerance for such activity. However, without new opportunity the funnel drains .
The trend for sales team is to combine inside sales and field sales in an effort to diversify the activities and allow inside sales reps to tackle the grind of lead generation. However, there are some obstacles in building out such solutions including.
JBC retains sales reps with extensive field experience and a broad knowledge of research tools. Our ability to adapt our knowledge with your technology is first in class and complements your field teams efforts. Our ability to find leads cost effectively has been proven over and over by our referenced client base. Lastly, JBC provides a host of market analysis solutions and data mining tools to rapidly generate call lists. A proprietary search engine to rank prospects is used to generate 45-60 dials per hour while at the same time speaking to 2x -3x the number of prospects as compared to an inside sales team. Lastly, our engine can be started or paused based on your needs making it cost effective and impactful.
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