How Medelse reached French healthcare institutions thanks to sales prospecting
Quick look
- Business : B2B SaaS
- Market : Health, Hiring
- Need : Develop sales after their fundraising
- Target : 15 meetings a month
- Results : Between 20 and 30 meetings a month and 17 closing the first 3 months
The company
Medelse helps healthcare institutions overcome staffing shortages by representing a new pool of experienced, flexible and committed caregivers. This service offers liberal health professionals turnkey missions and simplifies their daily life by supporting them in logistics and administrative tasks.
The challenge
Suxeed helped Medelse develop their commercial infrastructure and set up a qualitative and massive prospecting of French healthcare institutions in order to fill their large growth needs after their fundraising. The goal? Prospect 1,000 French healthcare institutions with more than 100 beds to generate a maximum number of meetings for Medelse’s sales team!
The solution
In order to achieve these goals, we implemented dedicated go-to-market, targeting and evaluation strategies. To build these strategies, we translated Medelse’s vision into a clear conquest strategy and a powerful sales message that will resonate with their target.
We then built the “sales playbook”, summarizing all the information about Medelse and the main selling points. It contains custom email templates and sequences, call scripts, best answers to prospect objections and a qualification script to help discover needs.
This playbook is given to the BDR. With years of experience in B2B phone hunting, they love their work and are driven by their determination and their desire to excel. Full-time dedicated to Medelse and educated on the market, they quickly mastered the product and adopted an expert approach. With the help of the best prospecting softwares and the playbook, they were able to implement the strategy developed earlier without wasting time, and make several hundred calls a day for more results.
In order to allow BDR to stay focused on the calls, we have generated their leads, managed their email sequences and automated repetitive tasks. We have created a list of qualified leads in agreement with the criteria established upstream with Medelse, and enriched it with phone contacts, emails, and other important data.
The results
Our conclusion
During our collaboration with Medelse, we were able to observe that business development remains an effective and efficient model, even in very specific environments such as healthcare or the public sector, thanks to the implementation of an appropriate strategy.
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