MD Buyline
This 22 year old medical technology firm markets services and databases to a customer base of more than 3,000 hospitals.
Challenge
MD Buyline wanted to increase sales by improving its sales force’s effectiveness in reaching hospital administrators and in delivering a more persuasive message.
Solution
NetGAIN organized a strategic planning session among MD Buyline executives and marketing personnel to create a core message to interest and persuade hospital administrators. NetGAIN then developed selling collaterals, demo scripts and objection-handling techniques along with a sales process for effectively reaching hospital administrators. NetGAIN conducted a week-long sales training session to implement the sales process and selling tools.
Results
- Immediate increase in administration appointments.
- Acceleration in sales process and closes.
- Overall sales increase of 25%.
Comments
“In the first four weeks after NetGAIN trained us we had ten-fold the number of appointments—and with the right people!”
— Larry Malcolmson, CEO