ACORN Credentialing
When ACORN Credentialing first rang us at the begining of March 2023, their sales motion felt like a car stuck in second gear. Pipeline was thin—just eighteen decent demo opportunities the whole prior quarter. Their sales team had difficulties engaging with the leads after conferences and engaging folks over the phone (email responses were happening here and there).
Even though we have extensive healthcare SaaS expertise, I vividly remember how their VP of Sales was not convinced that we can bring them traction in healthcare space because “we didn’t have credentialing experience” and “it’s a whole different animal” than other healthcare companies.
Deep Dive
We had to have multiple meetings before the campaign launch (on their request) and we have prepared extensively before the calling campaign started. Needless to say, we started smashing it right out of the gate. Our methodology of cold calling and emailing prospects in a strategic sequence has been producing results for over a decade and ACORN Credentialing wasn’t disappointed.
What we delivered
Results
We have consistently delivered qualified sales opportunities before and after conferences that they attended. Driving traffic at HIMSS and NAMSS conferences significantly contributed to companies’ engagement with personas of interest, typically Director, VP and C-level executives in their ICP. In this time frame, we have delivered 50+ sales opportunities and the management decided to go for another contract with SalesDog team.