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How a PharmaData Company Increased Meetings Booked by 200%

A global leader of innovative and comprehensive laboratory services uses Cognism’s B2B data to:

    • Increase meetings booked by 200%.
    • Seamlessly integrate with Salesforce.
    • Reduce prospecting time from 30 minutes to seconds per contact.
    • Enhance prospecting quality.
Number of employees: 10,001+ 
Industry: Hospitals and Health Care
HQ: United States
Teams using: Sales

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The company

As a global leader of innovative and comprehensive laboratory services, the company assists doctors, hospitals, pharmaceutical companies, researchers, and patients in making clear and confident decisions. They provide insights and advance science to improve health and enhance lives through their unparalleled diagnostics and drug development laboratory capabilities.

With over 60,000 employees serving clients in over 100 countries, they contributed to over 80% of the new drugs approved by the FDA in 2022 and have performed more than 600 million tests for patients worldwide.

The challenge

We interviewed a Business Development Manager.

How did they discover Cognism?

“Our first contact was through cold outreach from the Cognism sales team. Someone by email or LinkedIn contacted me while we were using ZoomInfo. We weren’t having the best of luck with their data, so it was good timing. I passed the information on to management, and they got the ball rolling.”

What problems were they trying to solve?

“The data quality was inconsistent. It was decent in America but lacked for the rest of the world, particularly in APAC and EMEA.”

What was their evaluation process?

“We had a trial period to see if Cognism could provide the increased amount of contacts. The results were good, so we chose to displace ZoomInfo in favour of Cognism.”

The solution

What is their target market?

“We predominantly work within the pharmaceutical industry across the US, UK And Asia. That includes biotechnology companies, medical devices, crop protection and chemical companies. But also some academic institutes, so anyone who’s doing some form of research.”

He added:

“There’s a range of roles we target because of the diversity of size of these companies.  It could be a small, agile biotech with only three people, in which you could speak with the co-founder, the CEO, or the Chief Scientific Officer. Equally, it could be the bench-side scientists at another company. So it could be any level of the organisation we're trying to connect with within a particular company.”

How do they use Cognism?

“I use Prospector and the Chrome Extension.”

Sales Navigator is probably our bread and butter, a reliable tool for finding information on companies and prospects. We use that with Cognism to pull information on a contact’s details and find certain positions in the company. From there, we can export this information directly into Salesforce.”

He told us about a particular feature of Cognism he uses regularly:

“The ‘enable everywhere’ function on the Chrome Extension is one of my favourite features. While researching and prospecting, whether you’re looking at their website or LinkedIn profile, it’ll give you insights about their colleagues and the company’s revenue. This saves me returning to the Cognism web app to do separate research another time.”

How was the onboarding experience?

“The onboarding and training sessions we got from the Cognism team were very in-depth but simple enough to follow. We had a follow-up session a few weeks after, which was great as it gave us time to play with it and then ask more questions.”

“The overall experience integrating Cognism into our workflows was very positive. It’s been a pretty seamless transition.”

He told us about his experience using Cognism’s technical support service:

“We’ve got a dedicated team member we can reach out to, and they’ve been really helpful. You can definitely see that Cognism is committed to continual improvement. We fed that back to the team very early on, saying that we wanted more assistance with getting APAC contact details, and we’ve seen that it’s constantly improving as more information has been introduced to the database regularly.”

The results

What quantifiable results have they seen from Cognism?

“I’ve increased my number of prospect meetings by 200% compared to last quarter. This is because Cognism allows me to spend less time searching for contact details, freeing up more time for quality prospecting and connecting with the right leads.”

“Before, finding contact details could take 15 to 30 minutes, but now it’s a couple of clicks.”

The top reasons they recommend Cognism

1. Time-saving

“It’s proven to be a fast, efficient solution for gathering contact information for our targeted companies daily. The ‘enable everywhere’ feature significantly reduces the time taken to find contact details. Previously, we had to search through multiple tools or websites, but now it’s seamless, making our research process much smoother.”

“The quality of my prospects has increased because I don’t have to spend as much time searching for contact details.” 

“So, I would say Cognism has really enhanced my ability to do my job by allowing me to do more quality prospecting and connecting with the right leads at the right time.”

2. User friendly

“Cognism’s accessible for everyone. If you don’t want to use all the fancy, enhanced features, the Chrome extension gives you what you need anyway.”

“So I think it’s great because it has accessibility for all levels of technology-minded people. If you simply want to find an email or a phone number, you only have to click two buttons, and Cognism has it. If you’re very curious and technologically minded, you’ve also got features like Enrich and Intent to play around with.”

3. Continually enriched database

Diamond verification is fantastic; giving us 3x the likelihood of accuracy on an email or phone number is great for quick prospecting.” 

“I can filter by this and see that these contacts have details with a high degree of accuracy, which is just visually very efficient in terms of when we’re doing the prospecting.”

“In the worst case scenario, you can give feedback that the data wasn’t accurate, and Cognism shows a commitment to continual improvement by diamond verifying the details for you again. We’ve had very quick responses to this in the past.”

“Not only that, it has a wealth of features to give you more than contact information, such as other employees within the company. Overall, the system is massively efficient in improving the sales process by generating the data you need.”

Try Cognism’s sales intelligence solution

Over 3,000 revenue teams around the world trust Cognism to:

✅ Build qualified B2B contact databases.

✅ Plan and launch their outbound campaigns.

✅ Power up their social selling.

✅ Meet and beat their revenue targets.

Why not see for yourself? Book your live screen share here 👇

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