Global Healthcare Company Increases Product Penetration by 67%, Conversion Rate by 11%
WHAT WE DO
Inside Sales
Clinician Engagement + Education
INDUSTRY
Healthcare | Surgical Instruments
RESULTS
11-Day Sales Cycle Reduction
11% Increase in Conversion Rate
67% Increase in Product Penetration per Account
Sales-Prospect Disconnects Hinder Revenue Growth
An existing surgical instruments client wanted to unlock the full revenue potential of their product portfolio and boost sales. They engaged MarketSource to improve the quality of interactions between sales associates and healthcare decision-makers, decrease sales cycles, increase conversion rates, and raise product penetration per account.
CHALLENGES
Unoptimized product demonstrations
Low product penetration
Lengthy sales cycles
11-Day
reduction in sales cycle and an 11% increase in conversion rates.
KEYS TO SUCCESS
Immersive product demonstrations
Proprietary virtual sales and in-servicing platform
Custom Sales In-Servicing Platform Boosts Customer Engagement, Drives Revenue Growth
To enhance customer education and engagement during sales presentations, MarketSource implemented a platform that facilitates live, immersive product demonstrations. The custom, proprietary, all-in-one virtual sales and in-servicing platform featured multi-camera capabilities and built-in telephony, making product demonstrations easier for our reps to conduct and more effective for customers to grasp the products’ real-world applications and benefits. That, combined with individualized coaching and ongoing training on the client’s products, empowered our reps to convey the client’s value proposition effectively and significantly improve product penetration.
Real-World Results
11-Day Reduction in Sales Cycle
11% Increase in Conversion Rate
67% Increase in Product Penetration per Account
Our team accelerated time-to-close, reducing the client’s sales cycle by 11 days and increasing their conversion rates by 11%. They also nearly doubled product penetration from 3 to 5 products per account.