Inbox Health, a highly regarded patient billing and communication platform, has helped more than 2,000+ medical practices improve their billing processes, question management, payments, and patient engagement.
Before working with Cosmic Growth, Jared Nathanson, VP of Revenue Operations explains ‘’we didn’t even have a formal SDR team’’ despite ‘’outbound being our major way to reach out to our prospects.’’ We just had ‘’people doing it here and there and a couple of Account Executives that had to do it in addition.’’
Recognizing that ‘’pipeline generation’’ was a key challenge for them, Inbox Health invested in developing a complete SDR team and program, turning to Cosmic Growth for support on the whole onboarding, training, documentation and coaching aspect of this.
In addition, Mike Sheridan, Chief Revenue Officer at Inbox Health explained “we knew we needed a sales playbook that would help us implement best sales practices and get our structure down on paper. We also wanted to understand the best way to reach out to prospects using a full omnichannel approach with LinkedIn, voice notes, emails, and texts and we knew we needed a partner who could help with ongoing coaching for our teams.’’
Sheridan also adds “we had implemented an outreach and sales engagement tool about six months prior to working with Cosmic Growth in order to set up more discovery calls, but we weren’t getting the results we wanted,” and this was a key area they were looking to reverse.
Nathanson explains that in order to scale their outbound program they hired 10-12 SDRs and simultaneously worked with Cosmic Growth to ensure they were set-up for success.
Cosmic Growth began its work with Inbox Health by conducting a series of interviews with management, sales representatives, and other key stakeholders to understand the company’s existing sales program, target customers, and broader industry. Using this information – along with their internal expertise – Cosmic Growth developed a sales playbook, custom sales cadences, and a sales rep training program to appropriately position Inbox Health’s unique value proposition to their market.
This was followed up by regular team and 1-on-1 coaching that Nathanson found ‘’was probably the best part of it.’’
Cosmic Growth trained and coached the team on a whole host of sales tactics from call tips, to LinkedIn, to emails, as well as giving them practical feedback on ways to improve throughout using live examples and recordings.
In terms of the results, Nathanson states ‘’before we worked with Cosmic Growth we created about 16 new opportunities a month. We’ve doubled that in the last year which is a really big deal for a small company like ours and we’re maintaining that as well.’’
‘’In addition to the number of opportunities we created, we’re starting to see the sales cycle shorten a bit and I think that can be attributed to having really good conversations upfront.’’
Sheridan also adds “attendance on our discovery calls has improved by 15%, growing from 70% to 85%.”
Aside from the numbers, Nathanson states the SDRs were delighted with Cosmic Growth’s work and ‘’felt like we were investing in them which is probably the biggest thing from an employee engagement standpoint. It gave them confidence in their techniques and allowed them to be more creative… which was a huge help.’’
Following the success of these efforts, Inbox Health has expanded their engagement with Cosmic Growth to roll out similar improvements across the sales functions within their enterprise and customer success teams, as well as a ‘’coach-the-coach’’ program so all managers were in the perfect position to offer feedback and to ensure that Cosmic Growth’s knowledge was shared across the company.
Natahnason explains the coaching program was ‘’a huge help for me, not only in this specific role but probably in my career.’’ It provided ‘’an objective way to coach SDRs and even AEs’’ and they’re still using the techniques to this day.
Sheridan was equally as happy stating “I’ve really enjoyed my conversations with Cosmic Growth and the insights they bring. They’re constantly challenging me with new ideas and to try new things.”
In particular, Cosmic Growth’s perspective enabled Sheridan to take a step back from some of his sales team coaching responsibilities. “One of the biggest benefits for me,” he says, “is that they’ve offloaded a lot of the time I used to have to spend coaching. Our numbers have improved even as they’ve offloaded work from me, which gives me a lot of confidence.”
Despite Sheridan taking a step back from team training, team performance hasn’t suffered. “Our sales team members consistently tell me that they get great value from Cosmic Growth’s work,” he continues. “They feel that the knowledge Cosmic Growth has helped them gain makes them better salespeople as a result, and that’s definitely reflected in our performance numbers.”
Larry Laconi, a Sales Development Representative and Team Lead at Inbox Health, confirms Sheridan’s observation. “It’s different from any other sales training I’ve had,” he states. “I feel more prepared and more confident every time I step up to the plate, and I’m starting to see people respond to my outreach in the way I always wanted them to. Recently, I had six qualified meetings agreed to in a week – one of the highest numbers that Inbox Health had ever seen.”
Ultimately, Nathanson, Sheridan and Laconi have simple takeaways to share when reflecting on Inbox Health’s partnership with Cosmic Growth and if they’d recommend them to others.
“This is the sales training you wish you had 30 years ago,” summarises Laconi.
According to Sheridan, “Stop messing around and work with these guys. They’re going to help you in immeasurable ways by making your results better and your life easier. I couldn’t be more pleased.”
Nathanson concludes when asked about his recommendations to others, ‘’absolutely use Cosmic Growth and then in addition to that, while you’re working with them, figure out a way to bottle the genie.’’
Inbox Health is on a mission to ‘reinvent healthcare, beginning with patient billing.’ The company strives to drive a better, fairer healthcare economy by empowering third-party medical billers with innovative software that meets their unique needs.
Cosmic Growth is a B2B sales training consultancy that enables companies to increase the number of outbound sales meetings they book through custom sales playbooks, sales cadence development, and sales coaching.
Including templates for ideal customer profiles, buyer persona goals and challenges, probing questions, outreach guidelines, customer stories and objections
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