Nurture Loyal Clients Develop New Clients Make New Clients - Loyal Team Sell
Generate Customer Interest, Quick Sales Cycle Singular Coverage In a Defined Geography New Biz Devlopment Business Recovery Full Account Mgt.
Field / IST's Share Clients
Increase Sales / Revenue Interim Field Coverage
Short Term Projects List Clean up Surveys Marketing / Sales Blitz Offshore Partnership Immediate Launch Scalability Large Talent Pool
SAMPLE OF OUTCOMES / DATA
PREPARE FOR SUCCESS CONTACT SEQUENCE TO ENSURE AWARENESS
PREPARE FOR SUCCESS - PFS
CUSTOMER EXPERIENCE
PREPARE FOR SUCCESS - PFS
INSIDE SALES:
GENERATE CUSTOMER INTEREST FOR A PRODUCT OR SERVICE, THEN HAND OVER TO FIELD REP
• TYPE OF CLIENT: UROLOGY MEDICAL DEVICES
• PRODUCTS:
INTRO’S / DEMOS TO CUSTOMERS
• PIPELINE GENERATED:
~200 + APPOINTMENTS IN 8 MONTHS
• REVENUE EXAMPLE:
1 LG DEVELOPED INTO A $1MILLION SALE NOT ON FIELD REP’S RADAR!
INSIDE SALES: ACQUIRE NEW CUSTOMERS
• TYPE OF CLIENT: MEDICAL DEVICE
• PRODUCTS: SERVICE CONTRACTS
• PIPELINE GENERATED: ~$2.9M IN 1ST YEAR
• SALES GENERATED: ~$750K IN 1ST YEAR
• COMMENTS:
o INCREASED UNTAPPED REVENUE FROM SC’S, OLD AND NEW EQUIPMENT –2016-2021
o 20 NB FIELD REP LEADS IN 7 MONTHS
o ADDITIONAL $500K IN NEW FIELD SALES REVENUE
INSIDE SALES & FIELD SALES:
COLLABORATE TO ACQUIRE, RETAIN & GROW CUSTOMERS
• TYPE OF CLIENT: UROLOGY MEDICAL DEVICE
• PRODUCTS: CYSTOSCOPES & MONITORS
• PIPELINE GENERATED:
20 FIELD REP LEADS IN 7 MONTHS
• SALES REVENUE EXAMPLE: OVER $500K IN NEW SALES
• COMMENTS:
o ADDITIONAL SALES & COLLABORATION WITH FIELD SALES TEAM SELL
INSIDE SALES: INDEPENDENTLY ACQUIRES NEW CUSTOMERS
• TYPE OF CLIENT:
CBD COMPANY
• PRODUCTS:
CBD INFUSED PRODUCT LINES
• PIPELINE GENERATED:
1215 NEW ACCOUNTS IN 9 MONTHS
• SALES GENERATED:
1ST 6-MONTHS PANDEMIC: AVG - $4K / MONTH
2ND 6-MONTHS PANDEMIC: AVG - $8K / MONTH
• COMMENTS:
o PRICE POINTS: $54 - $400 / CASE
o SUCCESSFUL SALES EFFORT THROUGH 2020 PANDEMIC
o NO U.S. PRESENCE IN THE MARKET
o LOCAL / WEB BASED ADVERTISING ONLY
SOLE TERRITORY
• TYPE OF CLIENT:
INSIDE SALES: INDEPENDENTLY ACQUIRES NEW CUSTOMERS
COMPANION ANIMAL COMPANY
• PRODUCTS: ANTI-INFLAMMATORY DRUG
• PIPELINE GENERATED:
7000+ ACCOUNTS ADDED
• SALES GENERATED:
1ST YEAR- ANTI INFLAMMATORY DRUG
• $7M IN SALES
2ND YEAR- ANTI INFLAMMATORY DRUG
• $10M IN SALES
• COMMENTS:
o HIGHLY SUCCESSFUL LAUNCH OF NEW DRUG TO MARKET
o 3000+ ORDERING ACCOUNTS
o SALES WERE MADE IN WHITE SPACE (ACCOUNTS WERE IN SMALLER AND RURAL CITIES)
SOLE TERRITORY
PREPARE FOR SUCCESS - COMPANY LEAD TEAM:
PAUL STETKA – PRESIDENT
SANDY KARNS – DIRECTOR OF OPERATIONS / INSIDE SALES
Paul’s Story:
Paul F. Stetka
Paul F. Stetka | LinkedIn
10 Years within the BPO Industry. 25 Years in the Healthcare Industry.
Blessed to have worked 15 years within the Pharmaceutical Industry with companies such as AstraZeneca, GSK, and AbbVie.
Continued advancement through success in Field sales, earning promotions to Therapeutic Specialist, Regional Trainer, Corporate Trainer, Product Training Manager, Product Marketing Manager, in the U.S. and Globally with 3 continents of responsibility.
Applied acquired knowledge as a Consultant and Executive at previous companies, developing Field sales and Inside sales teams, for clients in Healthcare and CPG.
Prepare for Success: President / Founder
o BPO – Healthcare, CPG, B2B,
o Training and Education
o Consulting Services
• West Corporation: VP of Sales / Operations
o Healthcare Division
o Consumer Packaged Goods Division
• CareSouth: Vice President of Sales & BD
• Golden Living: Corp. Director Mkt / Sales Training
