Precision Outreach for Physician Segments in High-Density Healthcare Markets

Fueling Sales Enablement with Hyper-Local Healthcare Contacts Across NJ & Manhattan

Scaling Specialized Testing with Localized Physician Intelligence

A leading clinical diagnostics laboratory with a growing footprint in the northeastern United States was preparing to expand its partner network among specialized physician practices and urgent care centers. With a sales team ready to engage, the client needed high-quality, segmented contact data — tailored to specialties most aligned with their service offerings such as pain management, urology, internal medicine, and OBGYN.

The objective wasn’t to blast generic lists — it was to equip reps with locally relevant, practice-type-specific intelligence that could power field visits and outreach in real-time.

The Challenge

As a fast-scaling lab business in a competitive territory, the client’s challenges included:

• Lack of targeted access to niche physician specialties across NJ and Manhattan
• The need to arm field reps with high-conversion local data
• Low tolerance for generic databases that wasted sales resources
• Requirements for clinic-type specificity (urgent care, drug rehab, nursing homes)
• Internal teams not equipped to build or maintain validated healthcare lists

In short, they needed contact-level precision filtered down to geography, specialty, and care setting — and they needed it fast.

LakeB2B’s Approach: Role + Region + Relevance

LakeB2B worked closely with the client’s strategy and territory planning team to build a custom data map for:

• Physicians by practice type and specialty
• Clinics and centers by service line (e.g., urgent care, rehab, OB)
• Delivery grouped by county-level territory for internal sales alignment

Target Criteria Finalized

Strategic Outcome: Data Built for Field & Inside Sales Use

The client routed the dataset to its territory-aligned sales reps, enabling personalized outreach across clinic types. Because of the hyper-local targeting, reps were able to:

• Identify gaps in test coverage across clinic types
• Reach out to physician groups based on treatment type
• Customize lab panels and diagnostics offerings based on regional clinical demand
• Pre-segment leads based on field priority

Client Testimonial – “I think it was good. I’m not using it directly, it goes to our sales reps, who have shown increase in revenue.” – Vikas