PROBLEM:
Vera Whole Health has a unique sales challenge. They provide fully staffed on-site clinics for large employers and medical systems. Deciding to build and run a medical clinic on or near-site is a major decision for any business.
Vera asked us to help them bring more qualified leads into their pipeline so their sales team could work on closing $1 million+ B2B deals. They also wanted to shorten their 18 month sales cycle with better lead qualification and have their staff spend their time working with pre-qualified leads rather than running after everything that popped up.
Solution:
Vera wanted to move aggressively to fill their pipeline with qualified leads.
We used our proven approach for developing an online funnel to bring in qualified leads:
- Content strategy and user personas that fuel all content creation - so we know we’re saying the right things to the right people
- Content creation that’s laser focused on providing rich content to the people who are searching for it
- Demand generation that dramatically increases awareness through paid digital media advertising
- Automated nurture pathways to cultivate interested people into qualified leads who want to talk to sales
- Cornerstone landing pages and content clusters to prove thought leadership and improve SEO
- Reporting to measure success, leverage Hubspot insights and continually optimize for consistent improvement
Results in first 90 days:
- Traffic: 85% increase year over year
- Leads: 125% increase year over year
- Marketing Qualified Leads: 311% Increase Year over Year
Tools:
We used the following tactics to achieve these results:
- Content strategy
- User research
- Personas
- Blog posts, white papers, ebooks
- Digital media / Demand generation
- Email nurture pathways
- SEO Cornerstone landing pages
- Social media promotion
- Reporting
CLIENT FEEDBACK:
“A Brave New is good people – experienced, curious, smart – and a breath of fresh air. They cut their teeth on the fundamentals, so in an ever-evolving industry with no shortage of opinions, it’s a load off to know that ABN stays on top of the trends and pays due attention to what actually works. Our program is flourishing thanks to them."
- Peter, Vice President of Marketing
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