"The Schwartz Group did an outstanding job generating leads and scheduling demos for our territory managers. The leads were very high quality and they resulted in numerous sales. The information gathered via Schwartz Medical Account Profiles (S-MAPs) was extremely accurate and gave us new insight on our customers and target market."
- Director of Marketing, Medical Device Company
Market-Share Growth Services
The Schwartz Group offers an array of tele-services designed to cost-effectively maximize account coverage, improve sales efficiency, increase the quantity and quality of face-time for your sales representative, and ultimately grow your market share. Every lead generation campaign is tailored to the goals and growth objectives of your organization.
LEAD GENERATION
Our experienced Marketing Associates can markedly increase the results achieved by your salesforce through the vehicle of customized lead generation campaigns. We have a proven track record of securing high-quality leads for organizations that target healthcare settings through programs that include: trade show follow-up and triage, sample request generation and fulfillment, rep appointment scheduling, in-service and demo scheduling, and journal ad/mailing call-in response.
WHITE SPACE COVERAGE/TELE-DETAILING
To offset the burgeoning costs of field representation, The Schwartz Group can assign a specialized Marketing Associate to assume primary sales responsibility for a designated group of accounts. The accounts assigned are not limited by geography and typically include rural and lower performing (‘low decile’) accounts. By integrating our Marketing Associates into your salesforce you can free up your field representatives to focus on higher potential accounts, enabling them to more efficiently manage their territories while lowering the overall cost of your sales program.
SCHWARTZ INSIDE PARTNER (SIP) PROGRAMS
The Schwartz Group can deploy dedicated Schwartz Inside Partners (SIPs) to work in concert with your field representatives in pursuit of goals customized to best meet your organization’s needs and sales goals. A typical SIP program assigns one inside partner per region in which tasks are delegated through regional or national sales management teams. The SIP program has been an integral offering of The Schwartz Group that has resulted in demonstrable improvements to salesforce efficiency, increased productivity and improved sales and goal attainment.
POINT-OF-CARE MARKETING
Through our Point-of-Care (POC) marketing programs, we can efficiently secure the placement and distribution of promotional collateral within targeted facilities including informational posters, product samples, coupons, and other direct-to-consumer marketing materials placed in physician offices, hospital waiting rooms and pharmacies.
Case Study
Topic
Mid-sized pharmaceutical company
Client
Rx for Chronic Obstructive Pulmonary Disease (COPD)
Sponsor
US office-based pulmonologists (mid-decile cohort)
Goal
Generate new prescriptions in uncovered territories by tele-detailing qualified writers (MDs, PAs & NPs) as a follow up to mailings and journal ads. Drive product sample requests from initial mailing and complete comprehensive Schwartz Medical Account Profiles (S-MAPs) to include contact information, current office policy/practices, competitive landscape and approximate COPD patients seen at the practice.
Tele-Territory Reps
3
Marketing Vehicle
Outbound tele-detailing, approved personalized faxes/emails with attached PDF sales brochures and approved sample request forms
Target
The Schwartz Group purchased mid-decile AMA data consisting of 3,600 targets. The Schwartz group delineated 3 tele-territories and each Tele-Territory Representative (TSR) was assigned approximately 1,200 targets across the US. Client and Schwartz Group Campaign Manager constructed, training syllabus with final exam and role plays, call cycles, support materials and messaging. Each target was to receive 4 tele-details.
Results
