Sales Outsourcing 2018-01-31T09:40:48+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 proven methodology help our clients access the market and get initial sales results faster.

We design a sales roadmap

Based on your sales objectives, we’ll design a strategic roadmap with generate milestone-based deliverables to hit your best targets in Europe.

Develop your sales pipeline

Our business development consultants will identify leads in their region and start the qualification process.

Meet potential end users

Based on the initial response, our business development consultants will plan meetings with interested leads, and when appropriate, organize seminars at the appropriate institutes, hospitals, and pharma and biotech labs.

Close more deals

Our business development consultants follow-up on opportunities to identify the right stakeholders with purchasing power and lead the way through the negotiation process to deal closure

Tools:

  • CRM

  • Proprietary database

  • Key Account Management

  • Sales Pipeline Management

Deliverables:

  • Qualified Leads

  • Meetings

  • Seminars

  • Demos/POC

  • Quotes

  • Synopses for each meeting

  • Contracts signed

  • Instruments sold

Duration: 24 to 36 months

Our team of business development consultants have the scientific background and account knowledge to generate revenue right from year 1. We have a proven track record for getting technologies onto the European market.

Case study: Sales Outsourcing #1

Client :

This US-based company developed a single molecule counting technology for clinical diagnostics and scientific discovery. Their ultra-sensitive immunoassay technology platform and lab testing services target 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 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, 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.

Key achievements:

Within the first 12 months, Novoptim generated over $1M in revenue, installing the first 3 instruments at labs within the top 10 pharma companies.
Subsequently, through very close contact to key players in the market, Novoptim identified a business opportunity for the development of a new highly sensitive immuno-assay service. This led to an expansion of the product portfolio and a new revenue stream for the client. During the last quarter of the project (phase out), the company replaced the Novoptim FTE with a team of 4 people: 1 European manager and 2 account managers and 1 application scientist.

Case study: Sales Outsourcing #2

Client :

This US-based 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, 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 roadshow in 5 major European cities (Berlin, London, Paris, Madrid, Heidelberg) to launch the technology.

Key achievements:

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. During the last quarter of the project (phase out), the company replaced the Novoptim FTE with a team of 4 people: 1 European sales director, 2 account managers and 1 application scientist.