Outsourced Inside Sales Teams for Medical Device & Healthcare

Move Deals.
Fill Gaps. Grow
Without the Overhead.

Synchronized Sales provides phone-based inside sales, marketing, and research solutions exclusively within the medical industry. From startups to mature organizations, we increase the effectiveness of and lower the cost of sales, marketing, and research efforts by deploying dedicated inside sales teams backed by proven methodology and experienced management — a team that works as a seamless extension of your own.

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Why Synchronized Sales

Inside sales built for
enterprise healthcare

The medical sales landscape demands deep domain expertise, compliance discipline, and relentless follow-through. We bring all three—at scale.

Decision-Maker Access

We identify and engage the right stakeholders at every organizational level—clinical, operational, and executive—using proven targeting methodology refined in medtech markets.

Shorter Sales Cycles

Our inside sales infrastructure compresses evaluation timelines, resolves objections earlier, and accelerates the path from first contact to signed purchase—measurably faster.

Full Compliance Alignment

All activities are validated against the AdvaMed Code of Ethics and executed in accordance with HCC and HIPAA guidelines—protecting your organization at every touchpoint.

Purpose-Built Teams

We staff engagements with teams of four-year college graduates in permanent roles—competitive, goal-driven professionals committed to the medical industry for the long term, not contract workers.

The Methodology

A six-stage process that
synchronizes with yours

Our inside sales methodology integrates cleanly with your existing team—no friction, no disruption. Just coordinated, consistent execution at each stage of the sales cycle.

01Stage 01

Account Targeting

We qualify, map, and prioritize accounts through deep data gathering—identifying decision makers, influencers, and leverage points before first outreach.

02Stage 02

Opportunity Establishment

We verify ordering patterns, competitive landscape, GPO and contract conditions, and develop a prioritized strategy for each account.

03Stage 03

Evaluation Management

We present clinical and economic value, establish evaluation criteria and a structured purchase plan, and manage objections through to trial orders.

04Stage 04

Conversion & Fulfillment

We execute purchase plans, ensure seamless distribution and supply chain fulfillment, and confirm customer satisfaction at every post-evaluation stage.

05Stage 05

Account Expansion

We identify growth opportunities within the account—expanding product line adoption and penetrating additional departments and locations to displace competition.

06Stage 06

Relationship Fortification

We build deep rapport with account stakeholders, monitor contract compliance, and maintain a consistent inside sales presence to defend and grow every relationship.

AdvaMed Code of Ethics Compliant
HIPAA Data Handling Standards
GPO & Contract Expertise
Reimbursement Landscape Fluency
Common Questions

What buyers ask before
they pick a partner

Straight answers on what outsourced medical device sales is, when it makes sense, what it costs, and how fast it works.

Who provides outsourced medical device sales?

Outsourced medical device sales is provided by specialized contract sales organizations (CSOs) that build, manage, and deploy sales teams on behalf of medical device manufacturers and medtech companies.

Synchronized Sales is an outsourced sales organization focused exclusively on the medical device and healthcare space. We provide fully managed inside sales, field sales support, lead generation, appointment setting, and market development for companies that need revenue-generating sales activity without the overhead of hiring a full internal team.

The right provider will have direct experience calling on the specific buyer types relevant to your product — whether that is hospital purchasing managers, physicians, surgery centers, distributors, or GPO-aligned IDNs. Generalist sales outsourcing firms without medical device experience typically underperform in this space due to the complexity of the regulatory environment, the long sales cycles, and the specialized clinical knowledge required.

Synchronized Sales works with medical device manufacturers ranging from early-stage startups preparing for commercial launch to established companies looking to accelerate growth in existing or new territories.

What does a medical device sales outsourcing company do?

A medical device sales outsourcing company acts as a dedicated external sales force for your product, handling everything from territory planning and physician outreach to in-service training and deal closure — without the overhead of hiring, training, and managing a full internal team.

Synchronized Sales builds and deploys field-ready medical device sales representatives, inside sales reps (ISRs), and sales development reps (SDRs) who specialize in healthcare accounts, hospital systems, and physician offices.

Clients get immediate market coverage, experienced reps who already understand medical device sales cycles, and a scalable structure that grows with their revenue — not their headcount.

How do I know if my medical device company needs outsourced sales support?

If your device is cleared or approved but physician adoption is slower than your runway allows, if you're entering a new territory without local relationships, or if your current team is spread too thin to follow up consistently — those are clear signals that outsourced sales support can move faster than building internally.

Synchronized Sales works with early-stage startups launching their first commercial effort and with established medtech companies expanding into new accounts or geographies.

The key indicator is this: if every month without a rep in front of the right physician costs you adoption you can't recover, outsourcing is usually the faster, lower-risk path.

What types of medical device companies work with outsourced sales teams?

Outsourced medical device sales works across a wide range of company profiles:

  • Startups and early-stage companies use it to launch commercially without the fixed cost of a full sales team.
  • Growth-stage medtech companies use it to expand into new territories or call points faster than hiring allows.
  • Established manufacturers use outsourced ISR and SDR support to handle physician outreach and pipeline development while field reps focus on closing.

Synchronized Sales has supported companies across surgical, diagnostic, capital equipment, and consumable device categories — any situation where experienced, field-ready reps need to be in front of the right healthcare decision-makers quickly.

How quickly can an outsourced medical device sales team start generating results?

Timeline depends on the complexity of the device and the existing relationship infrastructure, but outsourced teams consistently reach the field faster than a traditional hire-and-train model.

With Synchronized Sales, reps are already experienced in medical device sales cycles — they don't need six months of ramp before they can have a credible conversation with a surgeon or IDN buyer.

Most engagements see active physician outreach within the first few weeks, with measurable pipeline activity — meetings set, in-services scheduled, trial accounts opened — within the first 60 to 90 days. The faster your onboarding materials and clinical training are ready, the faster the team performs.

Is outsourced medical device sales cost-effective compared to hiring direct reps?

For most early and growth-stage medtech companies, outsourced sales is significantly more cost-effective than building a direct team — particularly when you factor in base salary, benefits, equity, training time, and the 6–12 month ramp before a new hire is fully productive.

Outsourced models through Synchronized Sales eliminate recruiting costs, reduce overhead, and give you experienced reps from day one. You pay for coverage and results, not for the full employment infrastructure behind them.

For companies still refining their commercial model, this also means you can adjust scope, territory, or rep mix without the legal and financial complexity of restructuring a direct sales force.

What should I look for when choosing an outsourced medical device sales partner?

The most important factors are healthcare-specific experience, rep caliber, and alignment on accountability. A general sales outsourcing firm rarely understands the clinical conversation, the hospital procurement process, or the compliance requirements of selling to physicians.

Synchronized Sales focuses exclusively on medical device and healthcare sales — every rep we deploy already knows how to navigate hospital systems, engage clinical staff, and work within the unique sales cycle of regulated devices.

You should also look for transparent reporting, defined KPIs, and a partner willing to structure the engagement around your commercial goals — not a one-size-fits-all headcount model.

Can outsourced reps represent my brand as effectively as internal employees?

Yes — when the outsourcing partner is selected carefully and onboarded properly. Physicians and hospital buyers evaluate reps on clinical knowledge, responsiveness, and trustworthiness, not on whether they appear on your org chart.

Synchronized Sales reps are trained on your device, your clinical data, and your value proposition before they make a single call. They operate as an extension of your team — using your materials, representing your brand, and reporting directly into your commercial leadership.

Many clients find that experienced outsourced reps build physician relationships faster than new internal hires would, because they arrive with established credibility in the field.

Join the Team

Build a lasting career in medical sales

Synchronized Sales is where driven sales professionals build meaningful, long-term careers. We invest in your development from day one — with real enterprise accounts, hands-on mentorship, and a clear path to advance within the firm.

  • Full-time permanent employment with a long-term growth track
  • Clear advancement path — rep, team lead, and sales manager tracks available
  • Build deep expertise across medical device, healthcare, and medtech markets
  • Work alongside experienced leadership on real enterprise accounts

Ready to grow with us?

We hire competitive, driven, goal-oriented people who want to build a real career in medical sales — not just a first job. If that sounds like you, we want to hear from you.

Send Us Your Resume View Open Roles on LinkedIn
Get in Touch

Let's synchronize your growth

Whether you're a large med device company looking to accelerate market penetration or a medtech innovator needing to build pipeline fast—we'll staff and manage the team to do it.

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Phone
401 396.5278
Email
info@synchronizedsales.com
Office
240 High St, Bristol, RI 02809
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About Synchronized

A U.S. based inside sales firm,
built for healthcare

We deploy dedicated ISR teams into your commercial structure — handling the full sales cycle or specific high-value functions, so you can grow revenue without the overhead of building in-house.

What We Do

Not just leads —
we move deals

Synchronized Sales is a U.S. based firm providing phone-based inside sales, marketing, and research solutions exclusively within the medical industry. We deploy teams of dedicated inside sales representatives (ISRs) into your commercial structure — handling sales functions, supporting marketing efforts, or executing research projects — so you can grow without the overhead of building in-house.

Engagements are sized to your goals, with reps assigned by territory, product line, or account segment and capacity added as the program proves out. Our capabilities span the full commercial spectrum. On the sales side, we generate pipeline, schedule meetings, manage accounts, and close deals. On the marketing side, we support campaigns, follow up on inbound leads, and develop new markets. On the research side, we map physician universes, conduct surveys, identify KOLs, and support pre-launch intelligence gathering — all over the phone, at scale.

Who We Serve

Medical device and healthcare companies that need qualified opportunities, account intelligence, and field sales support — without building an internal team or hiring a large CSO.

Our Approach

We become embedded in your process, use your messaging, and seamlessly represent your brand. U.S.-based, on-site team with hands-on senior leadership on every engagement.

Leadership

Meet our leadership team

Charlie Tate
Founder & President
Charlie Tate
Synchronized Sales

Charlie has built successful sales organizations across the Healthcare, Enterprise, and Government markets. He co-founded BearHill Security, a HIPAA risk management firm, and Source Technology, where he grew annual sales to $25M in five years. At Synchronized Sales, his methodology has generated millions in documented revenue for medical device, pharmaceutical, and healthcare clients across the U.S. He holds a B.S. in Management from Bentley University.

Charlie serves as the lead on every account, setting the strategic direction for each engagement and working directly with client leadership as a trusted advisor on commercial and operational strategy. Whether the challenge is entering a new market, sharpening a go-to-market approach, or rebuilding a stalled sales motion, he brings the judgment of someone who has built and scaled organizations himself — and stays accountable to the plan alongside his clients.

Niall Shea
Business Development & Operations Manager
Niall Shea
Synchronized Sales

Niall leads new account development at Synchronized Sales, building relationships with prospective clients and driving the front-end growth of the firm. In parallel, he serves as the operational backbone for our active client teams — overseeing ISR performance, ensuring accountability to client goals, and stepping in wherever leadership is needed. Niall joined Synchronized Sales as a representative himself and grew into his current role, making him a credible voice to both the companies we serve and the reps we deploy.

He attended Roger Williams University in Bristol, Rhode Island, where he played soccer and earned a B.S. in Finance.

nshea@synchronizedsales.com
Common Questions

What an outsourced sales
partner actually is

Definitions, distinctions, and the criteria worth evaluating before you engage anyone.

What does a medical device contract sales organization do?

A medical device contract sales organization (CSO) provides outsourced sales services to medical device manufacturers and medtech companies. Rather than building an internal sales team, a company hires a CSO to perform some or all of its commercial sales function.

The services a medical device CSO typically provides include:

  • Inside sales and lead generation: Prospecting into physician practices, hospitals, surgery centers, or distributors to identify and qualify potential buyers.
  • Appointment setting: Scheduling qualified meetings between potential customers and the manufacturer's clinical or field sales team.
  • ISR and SDR services: Managing the sales development and inside sales function remotely, supporting field reps and handling account maintenance.
  • Market development: Entering new geographies or market segments without committing to permanent headcount.
  • Distributor development: Identifying, recruiting, and managing independent distributor relationships.
  • Full sales team deployment: In some cases, the CSO provides a complete outsourced sales force, including field reps, that operates under the manufacturer's brand.

Synchronized Sales is a medical device contract sales organization providing these services to manufacturers across a range of specialties and market stages. Our clients include pre-revenue startups preparing for commercial launch, growing companies needing additional sales capacity, and established manufacturers expanding into new markets.

The primary advantage of working with a CSO over hiring internally is speed, flexibility, and cost — with built-in sales management infrastructure and no long-term headcount commitment.

What is the difference between an ISR and a field sales rep in medical devices?

In medical device sales, the ISR (Inside Sales Representative) and the field sales rep serve distinct but complementary roles within the commercial organization.

ISR (Inside Sales Representative): Works remotely by phone, email, video, and CRM. Focuses on prospecting, lead qualification, appointment setting, account maintenance, reorder management, and pipeline administration. Covers a higher volume of accounts at a lower cost than field-based coverage. Best suited for initial outreach, territory management of smaller or lower-priority accounts, and supporting field reps by handling administrative and follow-up tasks. Typical cost: $60,000–$90,000 base salary for an internal hire; significantly lower through an outsourced arrangement.

Field Sales Rep: Works in the field — visiting physicians, scrubbing into procedures, attending clinical evaluations, and building in-person relationships. Handles complex, high-value opportunities that require hands-on product support, clinical training, or procedural guidance. Covers a smaller account universe than an ISR but with deeper relationship development. Typical cost: $80,000–$120,000+ base salary plus significant travel and on-target earnings.

The most efficient medical device commercial models use both: an ISR or SDR generates and qualifies leads, and the field rep closes and clinically supports the account. Synchronized Sales provides outsourced ISR and SDR services that integrate into this model, supporting field teams with consistent prospecting and appointment setting.

What is the best outsourced sales company for medical devices?

The best outsourced sales company for medical devices is one that specializes exclusively in healthcare and medtech — not a generalist sales outsourcing firm that lists medical devices as one of many verticals.

Key criteria for evaluating an outsourced medical device sales partner:

  • Specialization: The provider's reps should understand clinical terminology, facility hierarchies, purchasing processes, and the compliance requirements specific to healthcare sales (HIPAA, Sunshine Act, etc.).
  • Relevant experience: Look for demonstrated experience selling to the specific buyer type you target — surgeons, cardiologists, hospital administrators, IDN procurement, or physician practice managers.
  • Transparency and reporting: A quality partner provides full CRM visibility, weekly activity reporting, and clear metrics on calls, contacts reached, meetings set, and pipeline generated.
  • Flexibility: The engagement structure should be able to scale up or down based on your growth stage, product launch timeline, or seasonal demand.

Synchronized Sales is a medical device and healthcare-specialized outsourced sales organization providing inside sales, lead generation, appointment setting, ISR and SDR services, market development, and distributor development. We work with companies ranging from pre-revenue startups to established manufacturers looking to accelerate growth without adding fixed headcount.

What should I look for in an outsourced medical device sales partner?

Selecting an outsourced medical device sales partner is one of the most consequential commercial decisions a medical device company can make, particularly at the startup stage or during a product launch. The right criteria to evaluate include:

  • Healthcare specialization: The provider should work exclusively or primarily in medical device and healthcare sales — not a generalist B2B firm. Reps need to understand clinical terminology, facility structures, compliance requirements, and physician decision-making dynamics.
  • Relevant buyer experience: Ask specifically whether the provider has experience selling to your target buyer — surgeons, interventionalists, hospital administrators, ASC directors, or distributors — in your specific device category.
  • Transparency and reporting: A quality partner provides full CRM access, weekly activity reporting, call recording review, and clear metrics on contacts reached, meetings set, and pipeline generated. Avoid any provider that is unwilling to show you exactly what activity is being executed on your behalf.
  • Engagement structure flexibility: Startups and growth-stage companies need the ability to scale up, pivot, or ramp down as commercial conditions evolve. A rigid multi-year contract with no ability to adjust scope is a structural risk.
  • Client references: Ask to speak with two or three current or recent clients in a comparable device category and company stage.

Synchronized Sales meets these criteria as a medical device and healthcare-specialized outsourced sales organization with a track record across inside sales, lead generation, appointment setting, and market development engagements. Our engagements are built around the client's specific product, buyer, and commercial goals.

Why Outsource Sales?

The smarter way to build
commercial capacity

Building an inside sales team in-house is slow, expensive, and risky. Here's why the best medical device and healthcare companies are choosing a different path.

The Problem

Traditional hiring keeps you from
capturing revenue

Recruiting, onboarding, benefits, turnover — the list of things standing between you and growth never stops growing. By the time your new hire is productive, your competitors have already moved.

The Traditional Approach

Build it yourself

You post the job, screen candidates, negotiate offers, onboard, train, pay benefits and payroll taxes, manage performance — then do it again for every seat you need to fill. Six months in, you might have a rep who can hold a conversation. Or you might be starting over.


And none of that accounts for the ramp time needed to understand the clinical environment, hospital procurement, GPO relationships, or how to actually talk to a physician.

The Synchronized Approach

Plug into a running engine

We are already staffed, trained, and operational. Our ISRs know how to speak to clinicians, navigate hospital procurement processes, and manage distributor relationships — on day one, not month six.


Senior leadership oversees every engagement and doubles as a sales strategy consultant, helping you determine exactly how to deploy inside sales resources for maximum commercial impact.

The Advantages

What you get when you
outsource the right way

Every advantage compounds. Faster deployment means earlier revenue. Lower overhead means more budget for growth. Better coverage means fewer missed opportunities.

Ready in Weeks, Not Months

We are staffed, trained, and able to stand up dedicated inside sales teams within a month. No job postings, no onboarding delays — just execution.

Zero HR Overhead

No benefits costs, no payroll taxes, no HR management. You get the output of a high-performing inside sales team without any of the employer burden.

Scale the Team Up or Down

Add reps when you need them — product launch, new geography, seasonal push — and scale the team back when priorities shift. No severance, no awkward conversations.

Embedded in Your Brand

We learn your messaging, your CRM, your process. Your customers experience a seamless, professional extension of your commercial team — not a vendor.

Strategic Leadership Included

Senior leadership at Synchronized doubles as a sales strategy consultant — helping you determine where ISRs create the most value and how to structure the engagement.

Industry-Native Talent

Our ISRs are trained specifically for medical device and healthcare sales — not repurposed B2B reps. They speak the language from day one.

Ideal Fit

Who this works
best for

Synchronized isn't the right fit for every company — but for those in one of these situations, there's no faster or more capital-efficient path to inside sales capacity.

Early-Stage Companies

Building your commercial team from scratch? We provide an experienced inside sales team while you focus on product, fundraising, and clinical validation. Go to market faster — without the hiring gauntlet.

Established Leaders with Gaps

Geographic territories that aren't worth a full-time rep. Utilization problems in existing accounts. Efficiency gaps in your field team's time. Synchronized fills those gaps without disrupting what's already working.

Companies Launching New Products

Need pipeline fast for a new SKU or indication? We prospect, qualify, and schedule — building a pipeline your field team can close while they're still getting up to speed on the product.

Pre-commercial? Our market research capabilities make us a great fit for pre-revenue companies spread too thin as they look to gain clinical approval and get their product to market. A significant amount of this work can be done over the phone to be better positioned for product launch.

The Bottom Line

Why build your own engine
when you can plug into one
that's already running?

Outsourced ISRs are not a cop-out or a workaround. They are a smarter allocation of commercial resources. Every dollar you save on overhead is a dollar you can deploy toward growth — and every week you save on ramp time is a week you're generating revenue instead of waiting for it.

Schedule a Discovery Call
Common Questions

The questions buyers ask
before they outsource

Cost, timeline, structure, and fit — answered in the same order as the sections above.

Should I outsource my medical device sales team?

Whether to outsource your medical device sales team depends on your company's stage, available capital, and go-to-market timeline. Outsourcing is typically the right decision in the following circumstances:

  • You are pre-revenue or recently launched: Building an internal team before you have validated product-market fit and a repeatable sales process is expensive and risky. Outsourcing allows you to generate revenue and gather market intelligence before committing to headcount.
  • You need speed to market: Recruiting, hiring, onboarding, and ramping an internal sales rep takes 6–12 months on average. An outsourced team can be deployed in 30–60 days.
  • You have limited sales management capacity: Outsourced sales providers bring management infrastructure, CRM systems, and coaching built in. This removes a significant operational burden from the leadership team.
  • You are entering a new geography or market segment: Testing a new territory with an outsourced team limits downside risk before committing to a full-time hire.

Synchronized Sales works with medical device companies at each of these inflection points, providing inside sales, lead generation, appointment setting, and market development as a managed service. Clients retain full visibility into activity, pipeline, and results without the fixed cost structure of an internal team.

Outsourcing is generally not the right fit for companies with a high-complexity capital equipment sale requiring deep ongoing clinical relationships managed by a dedicated field rep — though even in those cases, outsourced inside sales can effectively generate and qualify opportunities for field follow-up.

How much does outsourced medical device sales cost?

The cost of outsourced medical device sales depends on the scope of engagement, the services included, and the structure of the arrangement. There are three common pricing models:

  • Retainer model: A fixed monthly fee covers a dedicated sales resource or team. This is the most common structure and typically ranges from $5,000 to $25,000+ per month depending on the seniority of the rep, the number of contacts worked, and the complexity of the product.
  • Performance model: Compensation is tied to outcomes — meetings set, qualified opportunities generated, or closed revenue. This approach reduces upfront cost but generally produces lower activity volume than a retainer.
  • Hybrid model: A base retainer combined with performance incentives. This aligns both parties on outcomes while ensuring consistent sales activity.

When comparing outsourced sales cost to hiring internally, companies typically find outsourcing 40–60% less expensive when factoring in base salary, benefits, payroll taxes, on-target earnings, onboarding, training, and management overhead.

Synchronized Sales offers engagement structures tailored to each client's stage, budget, and goals. Companies at the startup stage often start with a focused inside sales or lead generation engagement before scaling to a full commercial model.

How do outsourced medical device sales reps get paid?

Outsourced medical device sales reps are compensated by the contract sales organization (CSO) that employs them — not directly by the client manufacturer. This is one of the practical advantages of outsourcing: the manufacturer pays a service fee to the CSO, and the CSO handles all employment, compensation, benefits, payroll taxes, and HR administration.

From the CSO's side, outsourced reps are typically compensated through one of the following structures:

  • Base plus commission: A base salary provides income stability while a commission or bonus component incentivizes performance. This is the most common structure for inside sales and SDR roles.
  • Base plus quota-based bonus: Reps earn bonuses for hitting defined activity or outcome milestones — calls made, meetings scheduled, pipeline generated, or closed revenue.

From the client manufacturer's perspective, the billing arrangement with the CSO typically takes one of these forms: a retainer (a fixed monthly fee covering a defined scope of sales activity), performance-based fees tied to measurable outputs such as a cost-per-meeting or revenue-share model, or a hybrid of a base retainer plus performance incentives.

Synchronized Sales handles all compensation and employment matters for the reps deployed on client engagements. Clients receive a straightforward monthly invoice for their contracted service scope and are not responsible for individual rep compensation, payroll, or benefits — removing significant administrative and financial complexity.

How long does it take to launch an outsourced medical device sales program?

An outsourced medical device sales program can typically be launched in 30–60 days from contract execution, depending on the complexity of the product and the readiness of the client's onboarding materials.

The typical launch timeline includes:

  • Weeks 1–2 — Onboarding and training: The outsourced sales team learns the product, the target customer, the competitive landscape, and the approved messaging. CRM access is established and prospecting lists are built or provided.
  • Weeks 3–4 — Ramp: The team begins outreach activity. Early calls are used to refine messaging, test objection handling, and identify the most responsive buyer segments.
  • Week 5 onward — Full production: Activity is at full volume. Meetings are being scheduled, pipeline is building, and reporting cadences are established with the client's leadership team.

The speed advantage over internal hiring is significant. Recruiting, interviewing, making an offer, completing a background check, and onboarding an internal rep typically takes 3–6 months before a single call is made. Even then, the rep requires an additional 3–6 months to fully ramp.

Synchronized Sales compresses this timeline considerably by providing trained, experienced medical device sales professionals who can be deployed quickly with a structured onboarding process built around the client's specific product and market.

How do I build a medical device sales team without hiring full-time reps?

Building a medical device sales team without hiring full-time reps is possible through outsourced sales, contract sales organizations (CSOs), and fractional sales leadership arrangements.

This approach is common and practical for several reasons:

  • Speed: An outsourced team can be deployed in 30–60 days. Recruiting, hiring, and ramping an internal rep takes 6–12 months and requires sales management infrastructure you may not yet have.
  • Cost efficiency: The fully-loaded cost of an internal medical device sales rep — base salary, on-target earnings, benefits, payroll taxes, travel, and management overhead — often exceeds $150,000–$200,000 per year. An outsourced engagement covering similar activity typically costs significantly less.
  • Flexibility: You can scale activity up or down without the legal and financial complexity of hiring and terminating employees.

The structure of an outsourced medical device sales team typically includes an inside sales or SDR function responsible for prospecting, outreach, and appointment setting; an ISR layer for account management, pipeline tracking, and supporting field activity remotely; and optional field sales or clinical specialist support for high-complexity capital equipment or procedural products.

Synchronized Sales builds and manages these outsourced team structures for medical device companies, providing a fully operational commercial function that integrates with the client's CRM, sales process, and leadership team.

Who provides inside sales support for medical device startups?

Medical device startups need inside sales support that is specifically trained in healthcare sales — not generic B2B calling. The right provider understands physician gatekeeping, facility purchasing structures, clinical reimbursement dynamics, and the compliance considerations unique to the healthcare industry.

Synchronized Sales provides inside sales support for medical device startups, including:

  • Prospecting and outreach: Identifying and contacting the right physicians, facility administrators, or distributors in your target market.
  • Appointment setting: Scheduling qualified meetings for founders, clinical specialists, or field reps.
  • Lead qualification: Filtering contacts by procedure volume, current device usage, and purchase readiness before committing field resources.
  • CRM management: Maintaining a clean, structured pipeline so nothing falls through the cracks during a busy launch phase.

For startups, inside sales support is often the most capital-efficient commercial investment available. Rather than hiring a VP of Sales and a full field team before a single unit is sold, a startup can deploy outsourced inside sales to validate demand, build a qualified pipeline, and generate early revenue — then use those results to raise capital or justify internal headcount.

Synchronized Sales has worked with early-stage medtech companies preparing for first commercial sale as well as companies scaling revenue after an initial market validation phase.

Who can help a medtech startup get its first 10 customers?

Getting the first 10 customers is the most critical and often the most difficult commercial challenge a medtech startup faces. The first customers validate the product, establish clinical references, generate case study evidence, and create the social proof needed to accelerate the next 100 sales.

The most effective approach combines targeted outreach with a sales partner who has relevant industry relationships and experience:

  • Identify your ideal first customer profile: Focus on physicians or facilities that are early adopters, open to new technology, willing to provide feedback, and capable of becoming a reference for future sales conversations.
  • Deploy a dedicated inside sales resource: A rep focused exclusively on your target customer universe — making calls, sending emails, and scheduling meetings — will generate your first opportunities faster than a founder doing it alongside other responsibilities.
  • Prioritize speed and relationship quality over volume: Your first 10 customers should be advocates. A smaller number of highly engaged, satisfied early customers is worth more than 50 passive accounts.
  • Build case study evidence from day one: Document early customer outcomes with specificity — what problem was solved, what results were achieved, what clinical or operational benefit was delivered. This evidence powers future sales.

Synchronized Sales works with pre-revenue and early-stage medtech startups on exactly this challenge — deploying outsourced inside sales and market development to generate the company's first commercial traction. We bring the outreach infrastructure, sales expertise, and medical device market knowledge that most founding teams cannot build quickly on their own.

How do I commercialize a new medical device?

Commercializing a new medical device requires a structured go-to-market process that begins before FDA clearance is received and accelerates through the first 12–18 months post-launch.

The core components of a successful medical device commercialization plan include:

  • Market definition: Identify the specific buyer — the physician who uses the device, the administrator who approves the purchase, and the economic buyer who signs the contract. Define the target facility type (hospital, ASC, clinic) and geography.
  • Reimbursement and coverage strategy: Confirm that a CPT or HCPCS code exists for the procedure. If not, a reimbursement pathway must be established in parallel with commercial launch.
  • Pricing and contracting: Determine pricing relative to the standard of care, existing reimbursement rates, and competitive alternatives. Understand GPO and IDN contracting requirements for hospital-based sales.
  • Sales infrastructure: Decide whether to build an internal team, use distributors, or engage an outsourced sales partner. For most startups, outsourcing sales at launch reduces risk and preserves capital.
  • Clinical education: Physicians require clinical evidence, peer references, and hands-on training before adoption. Build a clinical support infrastructure alongside the sales function.

Synchronized Sales works with medical device startups and established manufacturers on commercial launch strategy and execution, providing outsourced sales, lead generation, and market development so companies can generate revenue quickly without overbuilding their commercial infrastructure.

Can I outsource sales for a medical device that's still in FDA clearance?

Yes — and in many cases, beginning to build your commercial infrastructure before FDA clearance is received is a strategic advantage, not a premature investment.

While you cannot promote or sell a device commercially before 510(k) clearance (or PMA approval for Class III devices), there are meaningful pre-clearance commercial activities an outsourced sales partner can execute:

  • Market research and account mapping: Identifying and profiling your highest-potential accounts before clearance means your sales team has a prioritized target list ready on day one.
  • Relationship-building outreach: In many markets, it is permissible to reach out to physicians and facility administrators to introduce the company and the upcoming product — without making promotional claims — so they are already aware when clearance is announced.
  • Distributor development: Identifying, evaluating, and recruiting distribution partners is a pre-clearance activity. Having a signed distributor network ready at clearance can significantly compress time-to-revenue.
  • CRM and pipeline infrastructure: Setting up the CRM, designing the sales process, and training the outsourced team on product and market before clearance means you can begin commercial outreach immediately upon approval.

Synchronized Sales works with medical device companies at the pre-clearance stage on market development and commercial readiness activities. Clients who engage early consistently achieve faster time-to-revenue than those who begin commercial planning after clearance is received.

How do I expand my medical device into a new geographic market?

Expanding a medical device into a new geographic market requires a structured market entry process that minimizes risk while generating early commercial traction. The key steps include:

  • Market assessment: Before deploying resources, research the target market's physician density, competitive presence, key accounts, distributor landscape, and reimbursement environment. This determines whether the market warrants a dedicated rep, a distributor, or an outsourced inside sales engagement.
  • Account prioritization: Identify the top 20–30 highest-potential accounts in the new geography — typically the highest-volume facilities or the physicians most likely to adopt based on specialty, procedure mix, and relationship accessibility.
  • Inside sales outreach: Before committing to a field hire or distributor contract, run an outsourced inside sales program to qualify interest, book meetings, and build an initial pipeline. This validates market demand before investing in permanent headcount or distributor agreements.
  • Distributor engagement: If the geography is large or complex, a regional distributor with existing relationships can accelerate penetration. Distributor development services help identify, recruit, and onboard the right partner.

Synchronized Sales provides outsourced market development and inside sales services for medical device companies expanding into new territories. This approach allows manufacturers to enter new markets quickly without the cost and risk of a full-time hire, then use early revenue results to justify building a permanent commercial presence.

Core Capabilities

Everything an inside sales team
should do for you

From first outreach to closed/won, Synchronized covers the full commercial range — or the specific high-value functions where your team needs reinforcement most.

Medtech & Medical Device

Inside sales functions built for
medical device sales cycles

Complex procurement, clinical evaluation, GPO contracts, distributor relationships — we handle all of it. Each function below can be deployed individually or combined into a full inside sales engagement.

Full Sell-Through

End-to-end remote sales ownership — ideal when building a new territory or when field coverage isn't cost-justified.

When field coverage isn't cost-justified, we take ownership of the full remote sales cycle from first contact to closed deal. Particularly effective for lower-complexity products, reorder-heavy SKUs, and geographic territories where a dedicated field rep doesn't pencil out.

Distributor Liaison

Keeping your distributor network active, informed, and accountable — without pulling your internal team off strategic accounts.

We serve as the day-to-day point of contact between your team and your distributor network — tracking activity, deal status, and pipeline hygiene without pulling your leadership off strategic accounts. Sample coordination, promotion communication, and inbound inquiries are all managed end-to-end.

Inbound Inquiry Triage

Turning inbound interest into qualified pipeline by capturing and routing the right leads to the right people fast.

We capture and qualify inbound interest from campaigns, websites, and trade shows — routing high-priority leads to field reps before momentum fades. Product questions are answered promptly so no inbound opportunity goes cold.

Managing Reorders

Protecting your installed base and driving repeat revenue through proactive account management.

We protect your installed base through proactive outreach, monitoring usage and flagging at-risk accounts before they go quiet. Order processing, confirmation, and ongoing account communication are handled without pulling your field team off new business development.

Meeting Scheduling

Booking qualified conversations so your field reps walk into meetings that are ready to move — not cold introductions.

We book qualified conversations — product demos, lunch-and-learns, and virtual meetings — so your field reps walk in ready to move, not cold. Multi-stakeholder coordination, calendar management, confirmations, and post-meeting follow-up are all handled to keep momentum going.

Lead Generation

Systematic prospecting into your target account lists to identify, research, and qualify contacts before first outreach.

We prospect systematically into your target account lists, identifying and qualifying contacts before first outreach. Discovery calls assess fit, interest, and decision timeline — and detailed CRM documentation means your field reps walk into every engagement fully informed.

Common Questions

How these functions work
in medical device sales

Practical answers on ISR and SDR coverage, lead generation, physician and hospital meetings, and distributor development.

Who provides outsourced ISR services for medical devices?

An outsourced ISR (Inside Sales Representative) for medical devices is provided by contract sales organizations that specialize in healthcare and medtech. The ISR role in medical device sales typically focuses on prospecting, qualifying leads, scheduling appointments, managing existing account relationships, and supporting field reps remotely.

Synchronized Sales provides outsourced ISR services specifically for medical device and healthcare companies. Our ISRs are trained to call on physicians, hospital purchasing staff, surgery centers, and medical device distributors. They operate within the client's CRM, follow the client's sales process, and report directly into the client's commercial organization.

An outsourced ISR engagement is most effective when:

  • The company has field reps who need a consistent pipeline of qualified appointments.
  • The company sells into a high-volume contact universe requiring significant prospecting activity.
  • The company wants to test a new territory or product line before hiring internally.

The typical outsourced ISR through Synchronized Sales manages 50–150 active accounts depending on the sales cycle and level of clinical complexity involved. Unlike a generalist telemarketing provider, a medical-device-specialized ISR understands clinical terminology, facility hierarchies, and the compliance considerations associated with healthcare sales.

Can an outsourced team represent multiple medical device products?

Yes, an outsourced sales team can represent multiple medical device products, though the commercial effectiveness depends on the degree of product line overlap and the complexity of each individual product.

An outsourced team is well-suited to representing multiple products when:

  • The products share a common buyer: If multiple products are sold to the same physician specialty, facility type, or administrative contact, a single outsourced rep can introduce and promote all of them within each customer relationship.
  • The products are complementary: Procedure-adjacent products that are naturally discussed together (e.g., a device and its associated disposables, or two products used in the same care setting) benefit from combined representation.
  • Each product has a manageable complexity level: If any single product requires deep clinical training, a dedicated specialist is typically more effective than a multi-line rep.

At Synchronized Sales, client engagements are structured around the client's specific product line and buyer universe. When a client has multiple products targeting the same customer type, the team is trained on all of them and can represent the full portfolio.

This is one of the structural advantages of outsourced sales — the same team that is building relationships for Product A can introduce Product B with no additional recruiting or onboarding cost, as long as the products are compatible within a single sales conversation.

What is an outsourced SDR for medical devices?

An outsourced SDR (Sales Development Representative) for medical devices is a dedicated sales resource focused on the top of the funnel — identifying, contacting, and qualifying potential customers before passing them to a field rep, account executive, or clinical specialist for deeper engagement.

In the medical device context, an SDR's responsibilities typically include:

  • Prospecting into targeted physician practices, hospitals, surgery centers, or distributor networks.
  • Executing multi-touch outreach sequences via phone, email, and LinkedIn.
  • Qualifying interest and fit based on defined criteria (procedure volume, current device usage, budget cycle, etc.).
  • Scheduling qualified discovery calls or product demonstrations.
  • Maintaining CRM records and activity logs for full pipeline visibility.

Outsourcing the SDR function through a provider like Synchronized Sales is common for medical device companies that do not yet have the infrastructure or volume to justify a full internal SDR team. An outsourced SDR can be deployed faster, managed externally, and scaled up or down based on demand — without the recruiting, onboarding, and management costs of a full-time hire.

The distinction between an SDR and an ISR in medtech is primarily one of responsibility: an SDR is purely outbound and top-of-funnel, while an ISR may also manage ongoing customer relationships and support the full sales cycle.

How do I generate leads for a Class II medical device?

Generating leads for a Class II medical device follows the same core principles as any medical device sales program — identifying the right buyers, reaching them through effective outreach, and qualifying their interest before committing field resources. However, Class II devices have specific considerations:

  • Regulatory context: Class II devices are 510(k)-cleared, which means you can promote them based on their cleared indications. All lead generation and sales outreach must stay within FDA-approved claims, and any claims about clinical superiority over predicate devices must be supported by evidence.
  • Buyer identification: Determine who orders, approves, and pays for your specific device — the surgeon, the hospital supply chain, the ASC administrator, or the physician practice manager. Lead generation strategy differs significantly based on the buyer type.
  • Outbound inside sales: For most Class II devices, a structured outbound inside sales program targeting the right physician specialties and facility types is the most scalable lead generation approach. Reps with experience in your device category will ramp faster and qualify more accurately.
  • Digital and content-driven inbound: Educational content — procedure guides, clinical summaries, comparison resources — drives inbound interest from physicians and clinical staff researching options. This supports AI-driven discovery as well as traditional search.

Synchronized Sales provides outsourced lead generation for Class II medical device companies, deploying experienced inside sales professionals to prospect, qualify, and schedule meetings with the most relevant buyers in your target market.

How can I generate physician meetings for my medical device?

Generating physician meetings for a medical device requires a systematic inside sales approach combined with a clear value proposition, the right contact data, and consistent outreach cadences.

The most effective strategies include:

  • Targeted list development: Identify physicians by specialty, practice type, geography, and procedure volume. Precision targeting reduces wasted calls and increases conversion rates.
  • Multi-channel outreach: Combine phone, email, and LinkedIn to reach physicians across multiple touchpoints. Phone remains the most effective channel for initial engagement in medical device sales.
  • Appointment setting specialists: Dedicated inside sales reps whose sole focus is scheduling meetings for field reps or clinical specialists consistently outperform field reps doing their own prospecting.
  • Clinical credibility: Scripts and outreach materials should lead with clinical relevance — patient outcomes, procedure efficiency, or comparative clinical data — not product features.

Synchronized Sales specializes in physician appointment setting for medical device companies. Our teams are experienced in reaching physicians across surgical, interventional, and diagnostic specialties and understand the gatekeeping structures common in clinic and hospital environments.

A well-run appointment setting program typically targets 8–15 qualified physician meetings per month per dedicated rep, depending on the specialty and geography.

How do I get meetings with hospital purchasing managers for my medical device?

Getting meetings with hospital purchasing managers for a medical device requires a different approach than physician outreach — purchasing managers respond to vendor qualification processes, formulary and contract structures, and cost-per-case value propositions rather than clinical outcomes.

Effective strategies for reaching hospital purchasing managers include:

  • Lead with the clinical champion: In most hospital sales, a physician or department head must request or endorse the product before purchasing will engage. Securing clinical support first dramatically increases purchasing manager responsiveness.
  • Understand the GPO and IDN structure: Many hospitals purchase through a Group Purchasing Organization (GPO) or are part of an Integrated Delivery Network (IDN) with centralized procurement. Knowing your target hospital's affiliations helps you understand the contracting pathway.
  • Use inside sales for outreach and qualification: Dedicated inside sales reps experienced in hospital sales can navigate switchboards, identify the right purchasing contact, and execute the follow-up cadences needed to secure a meeting.
  • Prepare a value analysis packet: Purchasing managers evaluate products on cost-per-case, reimbursement, contract compliance, and vendor reliability. Having a formal value analysis document ready accelerates the meeting and review process.

Synchronized Sales has experience reaching hospital purchasing and supply chain staff on behalf of medical device clients. Our teams understand hospital organizational structures, typical objections from procurement, and the documentation required to move through the hospital approval process.

Who can help with medical device distributor development?

Distributor development for medical devices involves identifying, recruiting, onboarding, and managing independent or regional distributors who sell on behalf of the manufacturer in specific geographies or market segments.

The right distributor development partner will have existing relationships with distributors in your target markets and understand the expectations, margins, and support requirements distributors need to commit to a new product line.

Synchronized Sales provides distributor development services for medical device companies. This includes:

  • Distributor identification and outreach: Researching and contacting distributors that sell to the right end users, in the right geographies, without conflicting product lines.
  • Qualification: Assessing distributor reach, existing relationships, sales staff capacity, and alignment with the manufacturer's commercial goals.
  • Onboarding support: Helping distributors get trained, equipped, and motivated to sell the product from day one.
  • Performance management: Monitoring distributor sales activity and providing inside sales support to help distributors hit their targets.

Companies that rely solely on distributor networks without active management typically see 80% of their revenue generated by 20% of their distributors. Proactive distributor development and ongoing commercial support from a partner like Synchronized Sales improves that ratio and accelerates ramp time across the network.

Who helps medical device companies find and recruit distributors?

Finding and recruiting medical device distributors requires knowledge of the distribution landscape in your target market — specifically, which distributors call on the right physician specialties, which do not carry conflicting product lines, and which have the sales staff capacity to represent a new product.

Several types of organizations provide distributor development services for medical device companies:

  • Specialized contract sales organizations with distribution networks: Some CSOs maintain existing distributor relationships and can facilitate introductions and negotiations on behalf of a manufacturer.
  • Independent manufacturer's representatives with distribution expertise: Some individuals or small firms specialize in building distributor networks in specific geographies or specialties.
  • Industry consultants with distributor network knowledge: Healthcare sales consultants who have spent careers in specific device segments often have established relationships with regional distributors.

Synchronized Sales provides distributor development services for medical device companies, including distributor identification, outreach, qualification, negotiation support, onboarding coordination, and ongoing performance management. We understand the distributor landscape across multiple specialties and can help manufacturers build a network more efficiently than a cold outreach approach.

The most common mistake in distributor recruitment is signing agreements with distributors who lack the bandwidth, relationships, or motivation to prioritize a new product line. A structured qualification process before contracting — and active commercial support after — significantly increases distributor performance.

Healthcare

Inside sales functions built for
healthcare commercial teams

Healthcare sales requires relationship fluency, referral network management, and a deep understanding of the patient journey. We bring all three.

Patient Scheduling

Converting referrals and inbound interest into confirmed appointments — treating scheduling as the revenue function it actually is.

We treat scheduling as the revenue function it actually is — following up on inbound leads and referred patients through persistent, scripted outreach. No-shows and expired referrals are dramatically reduced, converting more referrals into confirmed, kept appointments.

Referral Relationship Management

Maintaining and growing the referral relationships your revenue depends on — through consistent communication and clear channel visibility.

We maintain and grow the referring relationships your revenue depends on through consistent communication and clear channel visibility. Referral volume is tracked by source, at-risk relationships are flagged for BD team action, and communication is maintained throughout the full continuum of care.

Inservice Scheduling

Coordinating the clinical touchpoints that turn new product introductions into actual adoption — on time, with the right people in the room.

We coordinate the clinical touchpoints that turn new product introductions into actual adoption — scheduling in-services, training sessions, and educational programs in close coordination with your field team. Confirmation, reminders, and logistics are handled end-to-end so nothing falls through the cracks.

Health Insurance | ACO

Inside sales built for
health plans & ACOs

From provider network development to member outreach to market intelligence, we provide dedicated ISRs who understand the multi-stakeholder complexity of health plan and ACO growth.

Provider Network Development & Recruitment

Building and expanding your provider network through systematic outbound engagement — so your BD team walks into qualified conversations, not cold rooms.

We identify, qualify, and schedule meetings with physician groups, specialty practices, and independent providers across your coverage area. Our ISRs work through your prospect list daily, tracking objections, refining messaging, and delivering warm introductions to your field team — while maintaining consistent touchpoints with existing network partners to protect retention and reduce defection.

Member & Beneficiary Outreach

Reaching your patient population at scale to drive the care visits, gap closures, and plan interactions that move your quality metrics.

We contact patients directly on behalf of your care management or quality team — scheduling Annual Wellness Visits, closing HCC coding gaps, and connecting high-risk members with the right resources. Every interaction is documented, reported, and built into a workflow your clinical and administrative teams can act on.

Market Intelligence & Territory Strategy

Turning every outreach campaign into structured intelligence that helps your team target smarter and close faster.

Our ISRs capture account-level data during every call — competitor plan offerings, referral patterns, objections by provider or facility type, and market trends across your target geography. Weekly reporting surfaces actionable insights that inform messaging, territory prioritization, and BD strategy for your leadership and field teams.

CRO | CDMO

Inside sales for contract research
& manufacturing organizations

CRO and CDMO growth depends on reaching the right sponsors and device manufacturers before your competitors do. We build the pipeline your BD team needs to stay ahead.

Client Identification & Prospecting

Systematic prospecting into your target account list to identify, qualify, and deliver the right contacts to your BD team before first outreach.

We prospect into your defined target market — pharma, biotech, and medical device companies — identifying the right decision-makers, qualifying for project type, timeline, and budget fit, and documenting everything in your CRM so your BD team walks into every engagement fully informed. Discovery calls assess organizational fit and buying intent before any meeting is scheduled.

Meeting Scheduling & BD Pipeline

Booking qualified conversations with prospects so your BD team spends time on deals, not cold outreach.

We book capability presentations, service overviews, and discovery meetings with R&D leaders, regulatory contacts, and business development decision-makers at your target accounts. Multi-stakeholder coordination, calendar management, confirmations, and post-meeting follow-up are all handled to keep pipeline momentum moving without overburdening your internal team.

Inbound Inquiry Triage

Turning inbound interest from campaigns, conferences, and web traffic into qualified pipeline before momentum fades.

We capture and qualify inbound inquiries from trade shows, digital campaigns, and referral sources — routing high-priority prospects to your BD team fast. Proposal requests are acknowledged promptly, basic capability questions are answered, and no inbound opportunity goes cold waiting for a follow-up.

Account Retention & Repeat Business

Protecting your existing client relationships and driving repeat project revenue through proactive account communication.

We maintain consistent touchpoints with current and past clients — monitoring project completion windows, flagging accounts approaching end-of-study, and proactively opening conversations about follow-on work. Your BD team stays focused on new business while existing relationships are kept warm and active.

Market Research & Competitive Intelligence

Gathering the structured data and on-the-ground insight your team needs to target smarter and position more effectively.

From primary market research and account universe mapping to competitive positioning analysis, we deploy experienced ISRs to gather intelligence your organization can't easily pull from a desk. Competitor service offerings, common objections, decision-making structures, and market trends are reported weekly and fed directly into your BD strategy and messaging.

Full Sell-Through

End-to-end remote sales ownership for service lines or client segments where a dedicated field presence isn't cost-justified.

When a full-time BD hire doesn't pencil out for a given territory or service line, we take ownership of the full remote sales cycle from first contact to signed agreement. Particularly effective for lower-complexity service offerings, repeat project clients, and emerging market segments where you want to prove demand before committing to a full-time hire.

Proven Results

Real engagements.
Documented outcomes.

Every case study below represents a real client engagement with measurable results. We don't lead with pitch decks — we lead with proof.

Medtech & Medical Device

Case studies from the
medical device industry

From capital equipment to biologics to pharma market research — inside sales applied correctly across the medtech spectrum.

Ramping a Wound Care Startup
Lead Generation Meeting Scheduling

Problem: A wound care company with 7 reps couldn't hire until existing reps hit quota — and ramp time was killing momentum.

Solution: Synchronized stepped in to fill new reps' calendars with qualified meetings at podiatry and wound care centers during their training periods, giving them something to work immediately and accelerating the path to plan. The engagement lasted four years, supporting both new territory launches and growth in existing accounts.

30%Faster rep ramp-up
22%Ahead of plan on hiring financial targets
4 yrsEngagement extended
Opening Markets for an OB/GYN Device
Lead Generation Opportunity Qualification Full Sell-Through

Problem: A new-to-market FDA-cleared cervical dilation device had six reps performing at or below plan. The hospital bought the product while independent OB/GYN practices used it.

Solution: Synchronized identified and engaged affiliated providers surrounding target hospitals, creating physician demand. By building physician-level pull, Synchronized helped the client dramatically increase utilization among existing hospitals and also get into multiple new ones.

7 IDNs42 offices across 11 L&D units in 6 months
83%Of reps moved from under-plan to over-plan
3 mosAhead of schedule on new territory manager hires
Primary Market Research for a Rare Neurology Therapeutic
Market Research Lead Identification

Problem: A pharma client needed to identify pediatric neurologists and epileptologists treating rare syndromes ahead of a first-to-market therapeutic launch. A prior field-based approach with 40 independent contractors was slow, costly, and falling behind.

Solution: Synchronized replaced it with a phone-based research model — systematically working through a 6,000-doctor universe to identify qualified specialists and complete structured surveys at scale.

98.6%Of a 6,000-doctor universe contacted
400+Qualified specialists identified
750+Surveys per week — on time and under budget
Building Pipeline for a Capital Equipment Neurology Company
Lead Generation Opportunity Qualification Meeting Scheduling

Problem: A medical device company selling capital equipment to neurology offices needed a consistent, scalable way to identify and develop new opportunities.

Solution: Synchronized took ownership of top-of-funnel prospecting and opportunity development for the neurology office segment — systematically building a pipeline the field team could meet with and close several deals from.

~30%Of total office pipeline generated in 9 months
~60 daysAverage time between closed deals in the pipeline we built
~40%Of all closed business in neurology office segment
Healthcare

Case studies from
healthcare organizations

Referral conversion, patient scheduling, Medicare Advantage expansion — inside sales as a growth engine across the healthcare spectrum.

Accelerating a Medicare Advantage Plan into Assisted Living Markets
Meeting Scheduling Opportunity Qualification Distributor Liaison

Problem: A Fortune 10 managed healthcare company needed to place a new Medicare Advantage plan into Assisted Living and Memory Care facilities — but a small BD team, COVID-era access restrictions, and a long, multi-stage sales cycle were stalling progress.

Solution: Synchronized took on prospecting, qualifying facilities, booking meetings with Executive Directors, and shepherding complex deals through multiple evaluation stages post-presentation.

300+Qualified Executive Director meetings in under 8 months
40–60%Increase in BD rep in-person presentations per month
60%Reduction in cost per presentation
20%Higher close rate vs. self-sourced meetings
Referral Growth for a Multi-Disciplinary Injury Practice
Referral Relationship Management Patient Scheduling

Problem: A PIP-focused multi-disciplinary practice competed for referrals from primary care physicians and attorneys in a saturated market, and struggled to remain top of mind with referral partners.

Solution: Synchronized extended Business Development rep reach through inside sales outreach, inservice scheduling, and consistent follow-up. The result was growth in total number of referring offices and increased referral volume in existing offices, achieved with a leaner outside BD team.

↑Grew total number of regularly referring offices
17%Reduction in outside BD headcount while maintaining referral volume
↑Increased referral volume from existing referring partners
Converting Referrals into Revenue for a Specialty Injury Group
Inbound Inquiry Triage Patient Scheduling

Problem: A 35+ clinic specialty injury group was hitting targets but converting fewer than 40% of referrals into scheduled appointments, capping sales rep earnings and damaging team morale.

Solution: Synchronized redefined scheduling as a sales function, rewrote objection-handling scripts, and extended follow-up from 3 to 7 attempts. The conversion rate improvement had a direct, measurable impact on revenue, team compensation, and morale across the organization.

50%Referral-to-appointment conversion within weeks (up from <40%)
65%Conversion rate within 3 months — confirmed theoretical maximum
↑Direct measurable improvement in rep compensation and team morale
Insights & Blogs

Perspective from the
inside sales floor

Practical thinking on outsourced inside sales in medical device, healthcare, pharma, and CRO markets — written by the people who run these programs every day.

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Perspective on outsourced inside sales across medical device, healthcare, pharma, CRO, and CDMO markets. Click any article to read it here.

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