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LeadJen Creates aPipeline of $18 Million in 6 Months

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The only full-disclosure transmitter on the market, InfoBionic’s cloud-based ambulatory electrocardiograph monitoring system empowers physicians with never-before-accessible control over the data they need to diagnose and manage patients who are suspected of having, or are experiencing, cardiac arrhythmias.

Because InfoBionic’s sales team was spending so much time doing the work involved with closing deals, they didn’t have enough time to focus on setting initial meetings. As a result, their pipeline suffered. To reach their sales targets, the company needed a more efficient and productive way to set meetings with physicians.

After finding LeadJen through a Google search, InfoBionic CEO Stuart Long saw an opportunity to resolve the challenges his company faced. Through his work in a previous position with another company, Stuart leveraged an outsourced lead generation firm and had a good experience. He wanted to use the same approach at InfoBionic, but step it up a notch by creating a true extension of his sales team.

Additionally, Stuart wanted a partner that would proactively navigate how best to enter into prospective accounts. His organization also needed help with integrating data into InfoBionic’s Salesforce instance for better reporting.

InfoBionic is a digital health company that is transforming the efficiency and economics of ambulatory remote patient monitoring processes by optimizing clinical and real-world utility for the users that need it most – physicians and their patients. In less than 6 months, LeadJen filled InfoBionic’s sales pipeline with $18 million worth of appointments.

CHALLENGE

SOLUTION

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At the outset, LeadJen put together a game plan to launch InfoBionic’s next campaign. Unfortunately, the campaign got off to a rocky start regarding messaging issues and data quality.

The first step to resolve the issues was to adjust the messaging. The original call to action was to set an appointment with a physician to talk about a free trial. Because of all the gatekeepers and multiple stakeholders involved in the decision-making process, the standard approach didn’t have the anticipated success rate. That was when LeadJen made a quick pivot. LeadJen found that scheduling face-to-face breakfasts or lunches was a much better way to gain entry into the physician’s organization. With effective messaging in place, LeadJen moved on to improving the quality of the data. After scrubbing InfoBionic’s existing contact list, LeadJen added contacts to each sales rep’s target accounts. These quality adjustments enabled each rep to set more appointments with less leads, and less touches.

RESULTSThe dramatic results that LeadJen experienced continues to support their ongoing growth as a company. In fact, because LeadJen’s lead generation efforts filled the calendars of InfoBionic’s sales reps, LeadJen needed to bring in an additional rep to assist with setting meetings and another rep to assist with closing deals.

IMPROVED MESSAGING & DATA QUALITY = MORE APPOINTMENTS

LEADJEN CREATED A PIPELINE OF $18 MILLION IN SIX MONTHS

In month 1, before changing the messaging and improving data quality, the sales team set just 1 appointment. In month 2, after making adjustments to the messaging, the team set 8 appointments. In month 3, after improving the quality of the data, the team set 11 appointments. From there, things kept getting better and better for InfoBionics.

After viewing customized sales reports in Salesvue, InfoBionics could easily see the direct correlation between leads, activity, appointments, and pipeline value. During the most successful campaign, it took 45 touches to get 22 conversations which yielded 1 appointment. Over 5 ½ months, LeadJen scheduled 47 appointments. Out of that 47, only 2 appointments did not turn into qualified opportunities. With an average deal size of $40,000 ARR, that’s a pipeline of approximately $18 million in first-year revenue.

ADDITIONAL SERVICE CAPACITY

Thanks to an expanded partnership with Acquirent, an industry leading outsourced sales and marketing company, LeadJen has grown their service offerings. LeadJen now has the ability to add a sales rep that does more than just set appointments. This rep leads meetings, runs demos, and closes free-trials. Once a free trial is over, the sales opportunity is handed off to the quota-carrying rep to turn the prospect into a paying customer. This is just one of the ways that LeadJen scales sales capacity while lowering the cost per sale.

Across the globe, LeadJen has developed partnerships and supplied services that increase sales growth through database building, marketing campaigns, & appointment setting. These advances enable any company, in any industry to improve marketing campaigns and grow sales revenue. LeadJen is consistently blazing past phenomenal benchmarks of appointment generation & pipeline growth.

To learn more about LeadJen, visit our website and interact with us on Twitter.

ABOUT LeadJen

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