Most of us welcomed 2020 with our sights set on new achievements, only to have our business activities and life as we know it significantly disrupted by a global pandemic. Disruptions to networking and business development activities, like canceled conferences, restricted travel, and remote work, have been detrimental to our organizations’ health. In a world without handshakes, making critical connections is more difficult than ever.
Just as we’ve adjusted to numerous personal challenges, we also must adapt to new business realities. And therein lies an opportunity to rethink and improve our existing lead gen and prospecting processes, to boost growth now and for the long term. Adopting a data-driven approach backed by advanced technology can help you gain greater control and standardization of your growth engine to help make your business more resilient in times of crisis and every day.
Conventional lead gen and prospecting processes leave our sales and marketing teams drowning in data and targeting less-than-ideal leads. When you’re trying to identify accounts and decision-makers in pharma, biopharma, and academia who match your ideal customer profile, conducting manual research and managing unwieldy spreadsheets wastes too much time for the results achieved.
This is where technology comes to the rescue. Advances in machine learning and data science allow for automation of most non-value-added lead gen and protecting work, leaving your team free to spend more time making informed decisions and implementing their growth strategies. Automated lead gen allows commercial teams to pinpoint the exact accounts and contacts who immediately need their products and services, with dramatically reduced effort.
As a leader in this field, Amplion has developed an automated lead generation and prospecting platform that demonstrates how technology can help life science companies to identify pre-qualified opportunities and far exceed their results using conventional methods. This new technology allows you to choose the attributes that define your ideal partners, based on their needs and your unique products and services. it then surfaces exact matches and delivers prioritized qualified leads. Here is a glimpse of how automation can improve your ability to find the right collaborators just in time, compared to how most teams are working:
Conventional Lead Gen and Prospecting Amplion Lead Sourcing Search for Leads Spend hours every week scouring news, press releases, conference abstracts, research publications, etc. to identify new reserach and clinical programs Set up an ideal customer profile for drug programs that match your capabilities, goals, therapeutic area, and more; leads are automatically generated Qualify Leads Conduct more research to see if program leads are applicable to your business capabilities, if organizations are financially sound, if the timing is appropriate, etc. Machine learning uses your ideal customer profile to analyze dozens of attributes across millions of data points to instantly provide prioritized, pre-qualified leads Monitor Accounts Every team member does their own weekly research and sets Google alerts for new mentions, which may or may not be relevant to your business Alerts detailing new leads and significant events are delivered to your inbox, pre-qualified and sorted by roles you select, so you don’t have to assess relevance Conduct Contact Research Scour trial records, abstracts, databases, contact generators, websites and conference listings to find key contacts, current role, and contact details Relevant contacts, such as trial investigators and program leaders, are automatically surfaced, along with up-to-date contact details
For example, Amplion’s machine learning analyzes early-stage research indicators like press releases, research publications, and conference abstracts that alert you to the start of a research or clinical program. Since technologies and partners are usually selected early in the program, timely notifications can put you weeks or months ahead of competitors, helping you get out in front of new opportunities. And when you reach out, you’ll have up-to-date contact information, plus deep program insights that will help you craft the right messages and close the deal.
While automated lead gen and prospecting is an ideal solution in this time of crisis, its ability to help you fuel growth under any circumstances is why it’s the solution of the future as well. It helps you simplify work that only grows in complexity due to a biological revolution in a digitally connected world. You can stop drowning in data and enjoy smooth sailing no matter what storms come your way.
FEATURED RESOURCE: Lead Gen and Prospecting Guide for Life Science Commercial Teams
Overcoming hurdles to identify the right accounts at the right time