CASE STUDY
Rare Disease
Situation
Rare disease company needing help finding patients and increasing reach
Challenges
- Very low disease awareness – patients commonly misdiagnosed
- Relatively small sales force
- Very large potential target list despite rarity of disease (multiple specialties could see these patients)
- COVID-19 access restrictions
Approach
- Pilot program began with 4 Tele-Sales Representatives working with 5 field districts to generate awareness of this disease and help identify potential patients
- Offices with potential patients or interest in learning more would be passed on to the sales force immediately following the call
- The program elements included tele-detailing and email
Results
The early results of the program encouraged the client to expand and extend the program, adding two additional Tele-Sales Representatives to the program and adding 8 months to the length of the program. The Tele-Sales team was able to generate opportunities in just under 1,000 offices over a 12-month period, (the majority of which were previously unknown to the sales force) and these leads were able to generate 10 start up forms.
Leads | |
---|---|
December | 60 |
January | 57 |
February | 26 |
March | 82 |
April | 70 |
May | 68 |
June | 59 |
July | 61 |
August | 84 |
September | 66 |
October | 94 |
November | 164 |
December | 62 |
TOTAL | 943 |