"We needed a way to generate meetings and foster relationships for the sales force. 3marketeers came through."
VP, Marketing & Business Development
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Opportunity
Getinge is an international firm that lagged in North American sales. While the leading brand in Europe, American buyers did not know Getinge. 3marketeers mission: Fill the nationwide sales pipeline with leads for Operating Room Hospital products based upon a consultative sale.
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Solution
3marketeers instituted its BullsEye! Demand Creation/Lead Generation program with substantial backend messaging, lead analysis, ROI, target, and prospect tracking. After developing a target list of Directors of OR and Chief Surgeons for hospitals throughout the USA, approximately 5,000 total targets were split among 41 geographically dispersed Sales Reps. BullsEye! pre-loaded decision makers with information, tracked their response, and immediately notified the sales team that a lead was ready to become a prospect. In addition, an Advertising campaign supplemental to the Demand Creation program was launched simultaneously. |
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Results
- 23% response among target list
- 41 Sales Reps handled leads
- Regional rollout over 6 week period
- Expansion plans currently in development
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SCOPE
| Company |
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Getinge |
| Industry |
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Healthcare, Products, Services |
| Discipline |
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Lead Generation, Program Identity, BullsEye!, Advertising, Demand Creation, Messaging, Strategy |
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