Keep your pipeline full

CDMOs’ growth depends on knowing which biopharma companies are advancing programs – and when those programs need development, clinical, or manufacturing support.  With thousands of molecules in motion, your business development (BD) team can’t manually track every pipeline.  Leads To Sales, in partnership with Citeline, helps CDMOs stay ahead – by combining Citeline’s BioMedTracker® AI tools with our industry expertise, you engage the right companies at the right time, based on the actionable insights we deliver.

For Existing BDR Teams

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How CDMOs Use AI-Powered Pipeline Intelligence to Win More Opportunities, Faster.

Challenge – Even high-performing BD teams struggle to:

Track fast-moving clinical pipelines

Prioritize accounts based on true signals of outsourcing

Identify the right contacts – scientific and commercial

Engage prospects early—before the competition

Without timely insight, CDMOs risk missing windows of opportunity or arriving too late to influence decisions.

• Solution – We start with your list of target companies—or build one for you—and apply a proven, three-step process:
• 1. Build the Right List
  Using AI and industry knowledge, on top of 30 years’ experience in building databases in biotech, life science and pharma, we identify the decision-makers and influencers in your target accounts, complete with accurate email addresses and mobile/direct numbers.
• 2. Uncover Real-Time Pipeline Signals
  Leveraging Citeline’s BioMedTracker® AI platform, we monitor each company for critical triggers, and translate into a clear “insight” aligned with a potential outsourcing need:
  – New trial starts
  – IND/CTA activity
  – Funding events
  – Clinical milestones
  – Licensing deals/partnerships
  – Regulatory updates

3. Nurture Prospects Until They’re Ready to Engage
You can integrate these insights into your existing sales tools—or let us manage the outreach for you. Either way you’ll keep prospects warm until they’re ready for a conversation with your BD team.

Results – On average, CDMOs see:
3–5 meaningful insights per company each month
Each insight flags a potential need – you focus where it matters.

5–7% conversion to qualified sales conversations within 60 days
Faster engagement means earlier positioning, stronger proposals, and higher
win rates.
– BD teams refocused on selling—not researching
– No more lost hours digging through databases. We deliver insights directly.
– Consistent early-stage visibility across your target market
– Know what’s moving—and what’s not – align resources and connect with confidence.

If you’re doing more webinars, you’re not alone. Today, they are a key component of the B2B selling process across industries. Which makes webinar follow-up more important than ever.

If you have internal resources for webinar follow-up, we’re happy to share some best practices with you.

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If you need a turnkey solution to webinar follow-up, we can get started within days. Let our team do the hard part.

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B2B webinar follow-up delivers results

The numbers below speak for themselves – following up with the prospects who attend your webinars delivers B2B lead generation results.  And don’t forget about the prospects who register and don’t attend.  The qualified lead rates are the same between attendees and those who register but cannot attend.  Which makes sense when you think about it.

So what is the “right way” to follow up with prospects who attend your webinars?  Respectfully, professionally, and focused on delivering value not getting what you want.  In most high-tech industries, like life science, biotech, and medical devices, etc., webinars are a necessary part of the buying process.  Gathering information.  Getting a feel for what it might be like to do business with a company.  That’s why your follow-up needs to be respectful and professional.  More than automated email.  But not intrusive and self-centered.  We need the prospect to think “I’m glad they called,” not “I’ll never attend another of their webinars”.

Connecting the human touch of a conversation with email and digital follow-up delivers B2B lead generation results.  When you are already investing heavily in webinars, why not invest in an approach that quantifies the value of marketing’s contribution to the sales pipeline?

One of our clients did 55 webinars over three years that reached ~23K prospects. We followed up with them all and kept track – the numbers speak for themselves. A disciplined approach to follow up delivered a 4% lead conversion rate. With a conservative sale value of $10K, that equates to $1.8MM in sales and ROI of 10X.