Incredible Health Accelerates Growth and Increases Meetings Booked by 50% after a Fast Rollout to its GTM Team 

Executive Summary

Incredible Health, a healthcare technology unicorn valued at $1.65 billion, has revolutionized nurse hiring by flipping the traditional recruitment model on its head. As the company scaled to serve over 1,500 hospitals and one million nurses in the U.S., they faced the challenge of maintaining explosive growth while delivering highly personalized sales outreach.

By partnering with Salesmotion, Incredible Health achieved a 50% increase in quarterly new meetings, transformed their sales team's efficiency, and established a foundation for continued market expansion.

About Incredible Health

Founded in 2017, Incredible Health revolutionizes healthcare recruitment by flipping the script: hospitals apply to nurses. Its AI-powered platform slashes permanent nurse hiring time from 82 days to just 14 days, solving a critical industry challenge.

Backed by $80M in Series B funding, led by Base10 Partners and Andreessen Horowitz, it partners with 60% of the top U.S. hospitals, driven by innovation and a deep understanding of healthcare needs.

The Challenge

Incredible Health's rapid rise created both opportunities and challenges for their sales organization. As Incredible Health expanded its footprint in the healthcare sector, the sales team faced several key challenges:

How to Scale with Efficiency

As Incredible Health expanded from 200 to 600 partner hospitals in just 18 months, their sales team faced mounting pressure to accelerate growth even further. The company needed to increase quarterly new meeting targets by 50% to maintain momentum and meet revenue goals. This aggressive scaling required a fundamental rethinking of their pipeline generation and outbound processes. 

How to create Hyper-Personalised Outbound at Scale

"There's been a big focus on hyper personalization and relevance in our outbounding efforts," explains Joe DeFrance, VP of Sales at Incredible Health.

Their AI-enabled platform was being used by 75% of top-ranked U.S. hospitals, including Johns Hopkins Health and Kaiser Permanente but as they scaled the challenge became clear that prospect expectations are rising when it came to outbound.

Each new prospect conversation demanded a deep understanding of that organization's challenges. The sales team had to break through the noise and be highly relevant with every email and every call. The team needed to clearly demonstrate how they could reduce hiring times from 86 days to less than 20 days.

Time-Intensive Account Research for SDRs

To achieve this, the SDR team spent hours researching prospects manually, attempting to understand:

• Hospital-specific pain points around nurse recruitment and retention browsing industry-specific websites, social media and new articles.
• Key strategic initiatives and organizational priorities mentioned in earnings calls or press releases.
• What the decision-maker landscape looks like within complex healthcare systems.

A lack of centralized intelligence meant low rep productivity, making it difficult to tailor outreach and messaging effectively. This type of research was only possible for a few accounts manually and wouldn't allow them to scale as quickly as they needed.

In short, Incredible Health needed:

• Hyper-personalized, relevant outreach to drive pipeline generation 
• Well-aligned value propositions with prospect-specific challenges
• Efficiency on account research to tackle their target market while maintaining pipeline generation quality

“Salesmotion has been a key partner in hitting our significantly increased meeting targets.”

Joe DeFrance
Vice President of Sales, Incredible Health

 

Why Salesmotion

The Incredible Health team turned to Salesmotion to support their sales and go-to-market efforts in a few key areas.

Deep Account Intelligence

Salesmotion automates account research, providing reps with deep intelligence in seconds rather than hours. According to DeFrance:

"What stands out is how simple it is," says deFrance. "Reps can log in and get valuable account insights within 30 seconds to a minute."

This quick access to key information helps sales teams focus on what matters when they are doing pipeline generation into target accounts. They no longer browse the web and get side-tracked in social, news sites or reports.

This directly addresses the need Incredible Health had for highly tailored outbound to effectively drive pipeline in the highly competitive healthcare market.

By centralizing account intelligence including news, key contacts, and relevant insights Salesmotion eliminated research inefficiencies.  The platform provided deep industry-specific hospital insights, ensuring sales teams had all the necessary information in one place.

Time-to-Value in Only 3 Days

Salesmotion was implemented at Incredible Health within 3 days from signature allowing the team to go live almost immediately.

Joe deFrance, VP of Sales says: "The time to value was as promised and impressive, given the impact that it's had on the team. The lift was very simple for us... maybe an hour to two hours worth of time in investment from a data gathering implementation standpoint."

Actionable Account Insights

Previously, reps struggled to uncover news, pain points, and key stakeholder information efficiently. Salesmotion automated data collection, delivering concise company briefs on each target account.

This saved hours of manual research per rep, allowing them to focus on tailored, high-impact outbound efforts.

“The simplicity of it, and the ability for a rep to log into the system and very quickly get value from it... understand the key insights that are showing up at their accounts within a matter of 30 seconds to a minute."

Joe DeFrance
VP of Sales, Incredible Health

 

Single Source of Truth

By consolidating account intelligence—news, key contacts, and relevant insights—into one intuitive dashboard, Salesmotion eliminated hours of manual research giving the sales team deep insights, including industry-specific hospital information across the entire target market.  

This also helped newer, more junior members to onboard more quickly and reduce their ramp up time and increase sales productivity. 

Implementation and Use Cases

Value from Day 1

With aggressive growth targets, Incredible Health needed a seamless, low-lift solution that could deliver immediate value without disrupting the sales team’s workflow. 

Salesmotion's lightweight onboarding process completed in just 3 days after signature with minimal data preparation required from customer team reducing any effort on their internal Revenue Operations team. The direct support from Salesmotion leadership for onboarding of their sales team further helped drive strong adoption from day 1.

Strategic Benefits

Scaling outbound efforts while maintaining quality required a strategic shift in how Incredible Health’s sales team approached prospecting. Salesmotion enabled reps to focus on meaningful conversations rather than time-consuming research.

• Enabled hyper-personalization in outbound efforts, ensuring relevance in every interaction using deep account intelligence
• Improved sales team efficiency and productivity, reducing time spent on manual research especially for SDRs who manage large number of accounts.
• Supported successful scaling of meeting volume, allowing the team to hit ambitious growth targets as the company scaled.

Results

To maintain its rapid expansion, Incredible Health needed to significantly increase sales efficiency while ensuring that every outreach remained highly relevant and impactful. Salesmotion provided the intelligence and automation necessary to achieve this at scale.

• On track to exceed Q4 meeting targets after 50% increase in goals.
• Dramatically reduced prospect research time and helped new sales reps ramp faster with AI-supported account insights.
• Enhanced ability to deliver personalized, relevant outreach at scale by driving great efficiency in the SDR and AE function.

Looking Ahead

Looking ahead, Incredible Health plans to extend its offerings beyond nurse hiring and launch a new product focused on recruiting healthcare technicians. With Salesmotion’s support, the team will monitor thousands of data points across the U.S. to surface high-value opportunities using the newly developed Salesmotion AI score.

By leveraging Salesmotion’s AI-driven insights and streamlined workflows, Incredible Health aims to accelerate growth in the technician space, solidify its leadership in healthcare hiring, and deliver personalized outreach at scale.

About Salesmotion

Salesmotion is a leading account intelligence platform designed to give GTM teams instant, account-specific insights—without the need for manual research. By helping B2B companies uncover relevant signals, understand buyer priorities, and drive more relevant conversations, Salesmotion empowers teams to save time, build more pipeline, and close deals faster.

Interested to learn more?
Book a demo and see how your team can start saving hours with AI, drive more pipeline, and be relevant in every customer conversation.