20+ qualified meetings per month for a UK pharma company
A UK-based pharmaceutical company needed a more predictable way to reach the right B2B decision-makers in a specialised market without relying on broad, volume-heavy outreach.
Precision mattered more than volume
The client was operating in a specialised pharma market where the number of genuinely relevant accounts was limited. Their existing outbound was generating just 3 meetings per month, with a 5% positive response rate and only 1 qualified opportunity.
Simply increasing outreach volume was not the answer. They needed a way to identify the highest-fit accounts, reach the actual decision-makers within them, and create messaging relevant enough to start meaningful sales conversations.
We rebuilt outbound from the buyer backwards
Instead of maximising the size of the prospect database, we narrowed the ICP, mapped high-fit accounts and decision-makers, and segmented outreach around the specific priorities of each buyer group.
We then used live campaign data to continuously refine targeting, messaging and follow-ups based on which segments and personas were actually converting.
ICP Mapping & Account Selection
Narrowed the market to high-fit pharma accounts based on commercial relevance, company profile, buyer fit and likelihood to convert.
Decision-Maker Outreach
Mapped the relevant stakeholders within each account and built segment-specific messaging around the problems and outcomes that mattered to each persona.
Campaign Optimisation
Tracked responses, objections and conversion patterns to continuously improve targeting, messaging and follow-up sequences throughout the engagement.
A repeatable source of qualified opportunities
Within 4 months, the outbound system went from inconsistent prospecting to a repeatable source of qualified B2B opportunities.
Nearly 7X more meetings, 7X the positive response rate, 11X the qualified opportunities and 11X+ the potential pipeline.
More importantly, the growth did not come from simply contacting more people. It came from building a more precise system for identifying, reaching and converting the companies that actually mattered.
Services used in this engagement
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