Sago Health Rebuilt Its Sales Engine for Higher Conversions with ZoomInfo
The healthcare research and consulting company moved from a reputation-driven inbound model to a data-led outbound engine, reporting higher conversions without adding headcount.
ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, has reported that Sago Health, a division of the healthcare research, technology, and consulting company Sago, rebuilt its go-to-market motion around data-led outbound sales and now reports a higher share of outreach converting to opportunities and of opportunities converting to wins, according to the company.
For more than 60 years, Sago Health leaned on its reputation to fuel a predominantly inbound sales model. For a single-solution business with a strong name, buyers came looking, and that was enough. But as the company grew through a series of acquisitions and moved from single-solution services to enterprise-level packages, the old approach could not reach the larger, more complex accounts on its own.
Waiting for inbound demand left the company's growth potential outside the sales team's control. Sago Health saw an opportunity to put revenue growth back in the hands of its sellers, and that meant selling on data rather than reputation alone. It also meant fixing the foundation first, because before the team could prospect with confidence, the data in its customer records had to be trustworthy.
