Inside sales exceeds goal by 178% for specialty product
CASE STUDY (US)
The Challenge
A small field force (15 Regional Account Managers) focused on driving sales for a specialty product that launched just over 12 months prior.
While the field force focused on hospitals and ambulatory surgical centers, they identified plastic surgeons as an untapped market. A vendor with inside sales expertise was needed to creatively drive sales with a limited budget.
Our Solution
Two iRAMs (inside Regional Account Managers) were carefully selected for the program.
A list of plastic surgeons was divided between the iRAMs based on the customer’s location.
Email campaigns were used to drive promotion for virtual speaker programs.
iRAMs utilized virtual lunch & learns to increase access to physicians.
Would collaborate with the field RAM any time a customer requested an in-person visit.
The Results
Exceeded sales goal of 50 boxes by 178% (generated 89 boxes sold).
Generated 26 new prescribers.
Partnered with the client to promote and conduct 12 virtual speaker programs.
Collaborated with the field representatives to pull-through five new prescribers that preferred to interact with a representative in person.