Pipeline Builder
Sales Conversion Engine by Novoptim
Nurture and convert marketing leads into qualified sales opportunities through personalized inside sales engagement strategies, turning interest into concrete meetings and pipeline growth.
Our Approach
A hands-on methodology to bridge marketing & sales, transforming Marketing Qualified Leads (MQLs) into actionable Sales Qualified Leads (SQLs):
Initial Lead Qualification
Identify and convert Marketing Qualified Leads (MQLs) using targeted marketing campaigns, lead scoring, and behavioral tracking, ensuring your sales teams focus on high-potential prospects.
Personalized Inside Sales Engagement
Design and execute nurturing cadences to guide prospects through the sales funnel, using a multi-channel approach (email, LinkedIn, and direct calling) to build relevance and engagement.
Lead Conversion & Handover
Convert high-potential contacts into Sales Qualified Leads, ensuring smooth handover, preparing your sales team to close faster.
Converting Engagement into Opportunity
Pipeline Builder combines targeted marketing with inside sales engagement to convert qualified interest into sales-ready opportunities.
This offer blends two core capabilities: operational marketing to identify and activate leads, and inside sales to engage them with personalized outreach. Together, they provide the structure and resources needed to transform MQLs into SQLs ready for your sales team to close.
Each prospect is guided through a tailored nurturing journey, from first touch to booked meeting, with clear qualification, context, and next steps delivered to your sales team.
Deliverables:
- Marketing Qualified Leads (MQLs): Identified & scored based on engagement
- Personalized Nurturing Cadence: Multi-touchpoints, multi-channel outreach approach
- Sales Qualified Leads (SQLs): Ready for sales handover
- Performance Report: KPIs, lead progression, and recommendations
Success Story
Building the Pipeline for a Swiss Biotech Launching Single-Cell Technology in Europe
Client description
A Swiss biotech company founded in 2018, developing advanced technologies for single-cell manipulation. Their latest platform enables precise organoid and spheroid dispensing. The innovation received a major award following its 2024 conference debut, highlighting its impact on stem cell research, drug development, and cell and gene therapy.
- Challenge
Ahead of their European commercial rollout, the company needed to rapidly build a high-quality sales pipeline, strengthen brand awareness, and gather market feedback. A key focus was designing a scalable inside sales process capable of progressing leads through the funnel toward qualified opportunities.
- Insights
Novoptim launched a persona-driven, multi-touchpoint outreach strategy combining marketing emails, lead nurturing, and direct inside sales engagement. Voice of Customer (VoC) interviews helped refine positioning and content. Through structured cadences and BANT-based qualification, Novoptim enabled the team to convert interest into tangible sales conversations.
- Outcome
- $5.7M in BANT-qualified opportunities generated within 10 months
- Robust sales funnel established from MQLs to SQLs
- Strong brand visibility and commercial traction in cell & gene therapy markets
How we can help you
Market Compass
Capture the European market with strategic insights and clear priorities, translated into a focused action plan
Kickstarter
Build a robust MQL pipeline with operational marketing and customized campaigns
Growth Accelerator
Drive revenue growth with advanced sales strategies and account management
À la carte
Boost brand awareness with flexible, customizable marketing activities tailored to your needs
Expertise that drives innovation forward
Our consultants combine deep scientific knowledge with commercial execution to support biotech growth across Europe.
