How Hayek Medical Reps Close Deals on Day One with Alpha Sophia

Introduction:

Hayek Medical is a world leader in biphasic cuirass ventilation (BCV) based in North America. By mimicking natural breathing cycles, Hayek BCV reduces risks and complications found in other ventilation methods, resulting in better patient outcomes. With growth and expansion into new territories, identifying high-value prescribers became increasingly challenging and labor-intensive. Sorting through low-quality sales-lead related data took hours and was a manual task that often left reps shooting in the dark… until they started using Alpha Sophia.

One of Hayek Medical’s key challenges was identifying and targeting high-potential prescribers within a vast addressable market and allocating their resources accordingly. Prior to Alpha Sophia, the Hayek team used multiple Excel spreadsheets to manage this data, but the process was slow and prone to errors. Recognizing that finding prescribers who could generate consistent referrals was critical to their sales strategy, it became clear that a more efficient process was needed. Specifically, they required a simple method to geographically identify which practitioners and sites of care were billing their CPT and HCPCS codes most often.

To address these challenges, Hayek Medical decided to use Alpha Sophia to help their sales teams quickly access prioritized prescriber lists. Then, to make it easier to geographically identify high-potential prescribers, Hayek Medical decided to implement a combination of Alpha Sophia and Google Maps through Mappalist. This integration enabled their sales teams to efficiently target prioritized prescriber lists by location, helping to ensure their representatives could make the most impact by targeting high-potential prescribers from their first day of usage in a new territory.

Key Takeaways:

• Significant Time Savings: By integrating Alpha Sophia with Google Maps, Hayek Medical drastically reduced data aggregation time by 50%, enhancing overall operational efficiency and enabling faster decision-making across the organization.
• Faster Time to Value: New sales representatives entering a previously unknown territory could utilize the data to focus their efforts on the right practitioners and thereby secure key referrals. This rapid access to key contacts provided immediate value and accelerated business outcomes in record time.
• Training for New Representatives: The integration of Alpha Sophia significantly improved the onboarding process for new reps, making the team less dependent on existing networks and enabling them to quickly dig into key targets in a new territory.

Barriers to Growth:

Hayek Medical faced several distinctive pain points before adopting Alpha Sophia:

1. Time Constraints: Manual data stratification consumed over 16 hours per week, and often still resulted in low-quality leads for Hayek Medical’s sales teams.
2. Non-Scalable data processes: The use of multiple Excel spreadsheets to manage vast data sets became burdensome as data volumes increased, making it harder to scale operations effectively.
3. Unknown Prescriber Potential: Identifying high-potential prescribers was critical but difficult to execute quickly, and often relied on anecdotes or personal relationships that delayed device sales and slowed down growth efforts.

How Alpha Sophia revamped Hayek Medical’s Processes:

1. Slice and Dice: Gary Mefford, Senior Manager of US Clinical Sales at Hayek Medical, condensed his 16-hour workflow by 50% by using Alpha Sophia to analyze prescriber data based on location and procedure count.

2. Instant Data Stratification: With Alpha Sophia’s ability to search by specialization and procedures, Hayek Medical could instantly pull data for the top 50 prescribers in their target region. This allowed his reps to start gaining customers fast.

3. Best-in-Class Data Aggregation: Gary used data on over 2.9M HCPs to confirm his target segment hypotheses and Alpha Sophia “really opened up a lot of [opportunities].”

Results That Matter:

• Automated Data Aggregation: Alpha Sophia’s powerful data integration tools, coupled with Google Maps functionality, reduced manual work by 50%, allowing for faster access to critical information.
• Prioritized Prescriber Targeting: By leveraging advanced algorithms, Alpha Sophia automatically identified and ranked high-potential prescribers, cutting through unnecessary data and focusing sales efforts where they mattered most.
• Faster Onboarding Times: Hayek Medical successfully decreased onboarding times by using Alpha Sophia—allowing new sales reps to be productive from their first day and secure key referrals quickly. As Gary, Senior Manager of US Clinical Sales, noted, “One day after Alpha Sophia, my rep had referrals from an entirely new clinic, from a doctor that is one of the top prescribers in the state.”

Conclusion

The integration of Alpha Sophia has significantly improved Hayek Medical’s sales processes. By automating data aggregation and prioritizing high-value prescribers, it has reduced manual work by 50%, allowing the team to work more efficiently and focus on what really matters—building key relationships. New sales representatives have been able to secure referrals on their first day, a testament to the immediate impact of the system. As Gary, Senior Manager of US Clinical Sales, put it, “[Alpha Sophia] is where the gold is… It really helps us a lot.”

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