PQE Group Brings Clarity to Prospecting Complexity with Sales Navigator
• 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for effective prospect targeting and outreach was proving time-consuming, especially with so much available data outdated.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.
• 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.
• 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.
INDUSTRY: IT & Services
NO. OF EMPLOYEES: 201-500
HQ LOCATION: Reggello, Italy
ABOUT THE COMPANY:PQE Group is a Contract Quality Organisation and a Complete Quality Solution provider for GCP, GLP, GMP & GDP areas in the Life Science Industry.
“Sales Navigator has been a real cultural change in PQE. We were used to classic selling tools, but now thanks to LinkedIn our potential has increased enormously. Building a pipeline of target leads is easy, fast and fun!"
Marketing and Communications Manager PQE Group
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