How Sanguine Biosciences built a “leads machine” in the Pharma industry

Brian Neman, CEO of Sanguine Biosciences was looking for growth.  His SDR team wasn’t producing meetings and so his sales reps were trying to find prospects for themselves. Unfortunately, these were highly trained pharma reps that were used to closing and not prospecting so their results were mixed.

“I knew that we could close deals if I, or another team member, did the presentation. But, we needed a machine that could turn over quality leads to us,” says Neman.

Predictable Revenue’s Accelerate team turned about to be the machine he needed.

“My recommendation for early stage companies, where the best sales person on the team is a co-founder or CEO, is don’t hire any SDRS. Just go with Predictable Revenue, save yourself the time and the money,” says Neman.

“Using mobile technology to solve complex clinical trial challenges and make lives better for patients is at the heart of everything we do. We are passionate about empowering patients to help advance medical research.”

We’ve said it before, and we’ll say it again: the most critical component for any business looking to increase revenue and scale their team is qualified leads.

A never ending stream of qualified leads.

Acquiring those leads, however, requires a specific skill set and complete devotion to prospecting. A sales team of Account Executives, however skilled, isn’t enough.

They’re trained to close, not hunt.

This is the situation Brian Neman, Co-Founder and CEO of Los Angeles based Sanguine, found himself in just one year ago. He had small company, with a small but-highly skilled group of Account Executives. They knew their niche well, Sanguine connects patients to appropriate clinical trials, and sells specifically to scientists at large pharma companies.

The only trouble was those AEs didn’t have enough leads to close. They weren’t doing enough prospecting. As a result, Sanguine was starting to feel the pinch and Neman needed to do something about it.

The company needed to increase its pipeline, and fast. Sanguine needed Predictable Revenue.

“I knew that we could close deals if I, or another team member, did the presentation. But, we needed a machine that could turn over quality leads to us,” says Neman.

Since becoming a client just one year ago, Sanguine has already seen a positive return on its investment, with plenty more deals in the pipeline. And Neman predicts that return could be as high as 3-5X, once the sales cycles on the deals in the pipeline close.

And although it was an immediate need for qualified leads that led Neman to Predictable Revenue, the benefits of the company’s expertise and its team of skilled Account Strategists has extended well beyond Sanguine’s bottom line.

Predictable Revenue’s team has kept Neman and his colleagues motivated, worked tirelessly to nail down the right messaging for each outbound campaign, and led brainstorming sessions anytime new ideas were needed.

“Jason (Sanguine’s Account Strategist at Predictable Revenue) knows what he has to deliver to us 5 – 10 leads per week. And, we come up with different strategies to tweak that each week,” says Neman.

“Overall, our experience has been very focused. The good thing about having an account manager is that they can tailor the campaign. They can bring you back to center. We work with a very conservative group of individuals. They aren’t okay, for example, with ‘hey, what’s up?’ in emails. Much more formal introductions and conversations is needed. The verbiage has to be that way.”

The mentorship and focus that Predictable Revenue provides is a boon to any growth minded company, Neman adds. In fact, he believes every small company eager to grow should take advantage their services.

Predictable Revenue has the experience, the tools and the resources necessary to get you the leads you, sometimes desperately, need.

“My recommendation for early stage companies, where the best sales person on the team is a co-founder or CEO, is don’t hire any SDRS. Just go with Predictable Revenue, save yourself the time and the money,” says Neman.

“The logistical aspect of sending 100s of emails per day isn’t the best use of CEO time. You need a machine to do that, and Predictable Revenue is our machine.”