[SUCCESS STORY]
Turn Data Gaps into Revenue Gains
Pharmaceutical Company Drives $460K in Incremental Revenue with Clean Data
[SUCCESS STORY]
Turning Data Gaps into Revenue Gains
Pharmaceutical Company Drives $460K in Incremental Revenue with Clean Data
WHAT WE DO
Inside Sales →
Custom Sales Processes
Lead Qualification
INDUSTRY
Healthcare | Pharmaceutical
RESULTS
$460K in Incremental Revenue
63 Work Hours Saved Per Month
41% New Contracts Converted
Inaccurate Prospect Data Caused Widespread Sales Inefficiency and Ongoing Revenue Loss
[SITUATION]
A pharmaceutical company’s outbound tele-sampling (OTS) team faced a persistent productivity and sales barrier: incorrect contact information for its target audience of healthcare providers (HCPs). Despite efforts to resolve the issue, 7% of their target list remained unreachable each month. The mix of valid and incorrect contact information consistently resulted in inefficiencies and missed opportunities. More than a data problem, they had a revenue leak.
The client engaged MarketSource to stem the revenue loss by proactively cleaning its CRM prospect data and streamlining its path to revenue growth.
CHALLENGES
Inconsistent, inaccurate prospect data from cluttered CRM
Productivity and revenue loss
Inefficient sales processes
“[MarketSource] has been a very sincere and robust performing partner for our program. Expertise and excellent monitoring of operations; upkeep of performance above and beyond agreed SLAs.”
– Program Manager, Industry-leading pharmaceutical company
KEYS TO SUCCESS
Proactive contact verification
CRM-integrated sales intelligence
Streamlined, data-driven sales process
Dedicated Inside Sales Team Cleaned and Streamlined Client’s Data, Stemming Revenue Leak
[SOLUTION]
We deployed a dedicated team of inside sales representatives who proactively verified accurate contact information for target prospects, integrating the clean data directly into the client’s CRM. This not only eliminated outreach inefficiencies; it enabled a more streamlined, data-driven sales process. It also allowed the team to prioritize genuine opportunities over unconvertible leads, accelerating prospect engagement and improving conversion outcomes.
Real-World Results
$460K in Incremental Revenue
63 Work Hours Saved Per Month
41% of New Contracts Converted
In just one month, the team added 1,113 new prospect phone numbers to the client’s CRM, successfully contacting 78% of them. Of those providers, our team converted 41% into Sample Request Forms (SRFs), generating new business by getting our client’s product into 359 new providers’ hands. By eliminating wasted time on outreach to invalid contacts, the team gained 63 work hours in operational efficiency, leading to an increase of $460,000 in annualized, incremental revenue.