Challenges

•  PQE Group is a leading global quality provider for life sciences. The process of researching and compiling information for effective prospect targeting and outreach was proving time-consuming, especially with so much available data outdated.
•  “The pharmaceutical world is extremely challenging and people change positions way more often than in other markets,” says Thomas Carganico, Marketing and Communications Manager.

New Approach

•  Seeking to access better intel about potential buyers — especially in terms of visibility around career changes within their contact lists — PQE equipped its sellers with Sales Navigator.
•  This enabled reps to gain a clearer view of the leads they were interested in pursuing, with superior insights leading to stronger engagements.
•  “Since our job is based on relationships, this tool has developed into a crucial part of the process,” Carganico explains.

Results

•  Sales Navigator has made a big impact — leading to a “real cultural change” in the sales force, as Carganico puts it. Powered by this technology, PQE’s team has quickly incorporated the fundamentals of modern selling, with outstanding results.
•  Reps who were not using social media at all as a selling tool now lean on LinkedIn, where they are opening new doors while streamlining previously cumbersome research and outreach.