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Increasing inside sales efficiency and call volume.

CASE STUDY

With a large coverage area, identifying the right targets as an inside sales representative can be challenging. With the Apptad’s Inside Sales Accelerator, our customer’s inside sales team was able to generate campaigns to organize their target lists and quickly execute calls in Veeva all from one screen.

 

WHO WE WORKED WITH

Major Pharmaceutical Compay

Industry

Life Sciences

THE CHALLENGE


 

Our client needed to implement a new inside sales team for a recently approved drug.

The inside sales team was new to the market and had a large coverage area. There was a significant amount of whitespace, and the inside sales team was the first team to engage with HCPs and educate them about the new drug.

Given the large target focus and limited sales team coverage, the customer was looking for ways to in order to increase their call volume and efficiency. Ideally, they wanted to be able to plan, organize, and execute large volumes of calls all on one screen in Veeva CRM, instead of having to click around.

OUR SOLUTION


Apptad leveraged our Inside Sales solution to speed up implementation.

The project implementation timeline also needed to be quick, as the solution needed to be ready for an already scheduled training. Mavens identified the inside sales pain points and leveraged our Inside Sales solution to speed up the implementation timeline and start off the inside sales team with the tools needed to plan and execute calls efficiently.

We trained the inside sales users during their onboarding session and introduced them to the tool so they could start planning their campaigns and schedule calls on day one.

THE IMPACT


 

We had our solution up and running in just three weeks.

Apptad engaged, captured requirements, tested, and deployed all within a three-week timeframe. This allowed ample time to prepare training materials and engage the inside sales leadership in advance to prepare them for their campaign management.

The new Inside Sales tool provides a single screen with campaign information, HCP details and previous call notes. It also tracks who to call back and automatically figures out the next call so the team can execute quickly with minimal disruption.

Implementing this tool has increased the inside sales reach and frequency and given them an organized approach to their day to day operations.

Apptad is the partner of choice for the next generation of leaders in life sciences.


Apptad is a global data management consultancy. We provide services and solutions that make your data do more.

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