is a leading provider of revenue-cycle solutions for the Healthcare industry in the USA, was Admarco's first client.
Craneware
founders and owners believed the company was under-achieving its
potential, given that it had an outstanding solution and excellent
references.
- Craneware had a very demonstration-led, one-way dialogue in its sales approach in 2004.
- Outbound lead generation activity was less than desirable
- Lead-gen
was typically focused on calling one or two levels below the decision
level in hospitals which caused long sales cycles.
Admarco
completed an in-field diagnostic and delivered a 2 day sales training
classroom training course and in-field 1:1 coaching program, including
walk-in cold-calls to build rep confidence. Following the training,
Craneware reps focused on calling at the executive level in hospitals
and significantly reduced sales cycles as a result.
Admarco
raised the skill level of the sales team and created a Messaging
Architecture, Buyer-Relevant-Messaging templates and scripts to enable
the sales team to gain meetings at the CFO level in hospitals.
Outbound lead generation activity increased and through better
qualification, Craneware reduced cycle time and increased sales
productivity.
www.Craneware Inc.com