The new world of lead generation and lead qualification
The new world of lead generation and lead qualification
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.
- Modification of access to researchers was significantly reduced by eliminating the presence of prospects who can be reached through either live or automated attendants.
- Webinars, emails and other outreach became increasingly prevalent making even the best content driven marketing harder to get in front of customers.
- Sales reps are now again travelling with lesser frequency but are still challenged by cold prospecting
- ~30% of marketing leads sent to sales reps are from competitors, or people only getting educated and are not viable prospects.
- ~10% typically have incorrect contact information
- ~30% are not reachable by email or phone and do not return messages ( when making >4 attempted calls)