Sales Outsourcing 2018-03-19T17:59:09+00:00

Sales Outsourcing

We act as a field-based sales force to proactively generate, qualify and close deals. Our expert business development consultants and our proven methodology streamline market access and initial sales.

First create a Strategic Action Plan

Based on sales objectives, we design a roadmap with milestones and monthly and quarterly deliverables to reach sales objectives.

Develop your sales pipeline

Our field-based Business Development consultants will identify leads in their region and start the qualification process. All customer related data will be logged in a CRM Database and available for our clients

Meet potential end users

Based on the initial response, our Business Development consultants will plan meetings with interested leads, and organize seminars at targeted sites.

Close more deals

Our Business Development consultants will lead the way through the negotiation process by following up opportunities and identifying stakeholders with decision power assisting you to close the deals.

Tools:

  • CRM

  • Proprietary database

  • Key Account Management

  • Sales Pipeline Management

Deliverables:

  • Qualified Leads, Meetings, Seminars, Demos/POC

  • Quotes

  • Contracts signed

  • Instruments sold

Duration: 24 to 36 months

Our team of BD consultants with scientific background will generate revenue faster. We have a proven track record of fast tracking innovative technologies acceptance

Case study: Sales Outsourcing #1

Client :

This US company developed a single molecule counting technology for clinical diagnostics and Drug Discovery. Their ultra-sensitive immunoassay technology platform and lab testing services targets the biomarker validation segment of the pharma and biotech segments.

Situation :

The company had initiated sales of its flagship product in the US market and was planning to launch it in Europe. Initially they did not know where to locate their resources in Europe to tap into the highest potential.

Approach:

Novoptim implemented its sales outsourcing program and allocated one full-time resource split between 3 consultants to cover all the major European markets (Germany, the UK, France, Nordic countries, Benelux, Spain and Italy). Our business consultants conducted all sales-related activities in their territories to develop the sales pipeline and generate revenue. Marketing activities were also implemented to support the sales effort and create market awareness.

Achievement:

Within the first 12 months, Novoptim generated over $1M in revenue, installing the first 3 instruments at labs within the top 10-pharma accounts.
Subsequently, through very close contact to key players in the market, Novoptim identified a business opportunity for the development of a new high value-added service offer. This led to a new revenue stream for the client. Finally, during the phase out stage, the company brought a team of 4 people (1 European Manager, 2 account managers and 1 application scientist) to replace the Novoptim Resource.

Case study: Sales Outsourcing #2

Client :

This US company develops tools for translational research and molecular diagnostics. Their technology is a gene expression platform used for genomics research, translational medicine and in vitro diagnostics applications.

Situation :

The technology had been on the US market for about 1 year and the company was planning to set up an office in Europe to develop the business. Uncertain of how fast business would develop; they did not know how many resources were needed in which countries.

Approach:

Novoptim implemented its sales outsourcing program and allocated one full-time resource split between 3 consultants to cover the major European markets (Germany, the UK, France, Nordic countries, Benelux, Spain and Italy). Our business consultants conducted all sales-related activities in their territories to develop the sales pipeline and generate revenue. Data were entered weekly into Salesforce and the client database. Marketing activities were also implemented to support the sales effort and create market awareness. These activities included organizing a road show in 5 major European cities (Berlin, London, Paris, Madrid, Heidelberg) to launch the technology.

Achievement:

Within 15 months, Novoptim generated $1.4M revenue for the client and grew a healthy sales pipeline. Thanks to Novoptim, the client was able to efficiently approach the European market, generate revenue, and plan for strategic market entry to Europe. Finally, during the phase out stage, the company brought a team of 3 people (1 European Manager, 2 account managers) to replace the Novoptim Resource