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A New Look & Tool for a New Age: How Can ProSellus Help You?

You might remember some older blogs where we talk about the array of services that ProSellus Growth Engineers offers for medical device sales reps. But you have also probably noticed the website face lift we just implemented recently. As we preach, so must we practice. In addition, we have launched the first Sales Enablement Tool that combines both lead generation AND customer management in one. It not only will help the sales person, but the marketing person in the medical device organization. Technology is always changing and, based on user data and metrics, we can determine better ways to deliver the ProSellus experience & product to our current and potential clients. Let’s take a walk down the newly renovated memory lane, shall we?

So What’s New With Our Website?

New Look, Increased Growth

The first thing you’re bound to notice is the improved navigation toolbar at the top of the web page. Instead of the old navigatory buttons, we now feature the usual “Home” and “About” links, but we feature new ones, too. “Product” illuminates the plethora of ways that ProSellus Growth Engineers can increase lean efficiency, metric and data interpretation, user experience improvements, and profits while decreasing costs in money, stress, and time. “Pricing” lays out the available features and packaging while “Resources” links to our blog with numerous posts about all things medical device sales, thought leadership, marketing, and more. “Support” is pretty self-explanatory: We offer a toll free number with support services for any question you might have about your ProSellus services and business development. Following that, you can “Request A Demo”. All you have to do is fill out a quick contact form with information about your particular needs for a personalized demonstration of just how much ProSellus Growth Engineers can augment your business. There is also an insightful video featuring ProSellus client Dr. Michael Sprintz for those who would like first hand testimonies about the ProSellus solution.

While you might be saying – okay so the nice nav features and web pages – so what? Well I am here to tell you – it’s not only about that – it’s about the impact we are making on the market. If you notice on that website – we are growing – we have customer testimonials, and are gaining momentum. Folks, we are only getting started. For being on the market for LESS THAN A YEAR – we are proving to customers that their business can take off when they leverage our software – and you will see on our site that “Our Customers LOVE us”!

Now to the good stuff….

So, What’s New with our Tool?

Sales Enablement, Sales Acceleration, & Actionable Intelligence COMBINED

The ingredients of our “Secret Sauce” are top secret….but we’ll give you insight into the top  3 concepts ProSellus Growth Engineers leverages to adapt your medical sales business into the modern age and beyond. Two of them you may know about and the other one you MUST know about if you want to be a successful businessperson in the 21st century.

Strategies to “hack” sales are integral to any growth plan for a sales business (this means you, too, sales mavericks). ProSellus offers tools to enhance sales acceleration, transform data into actionable intelligence, and other sales enablement tools for every level. You might not use all of the tools we offer….oh wait, yes you will:

  • Robust search options and filters based on critical healthcare data
  • Forecasting, tracking and reporting of pipeline opportunities
  • Physician resource monitoring and organization
  • Physician and facility finder
  • Sales call and activity tracker
  • Territory and network linking
  • Mobile customer management

And so much more…

 

Remember when we asked “What if Salesforce and LinkedIn had a baby”

Grab your cigar…Here is THAT KID:

 

This kid will be the most successful person in the room. The services ProSellus Growth Engineers offers can be your all-in-one-tool to managing, growing, and understanding your clients and territory. We are a lead generator AND a customer management tool all packaged up and simplified for the on-the-go sales person. After all, when it comes to medical device sales, you can’t afford to fall behind. Email me Scottwalle@prosellus.com and let’s talk tools to enhance your business in ways you never thought possible.

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How to Make a Sale 2.0 (for the new age)

For medical device sales reps, the process might get a little stale. Establish contact, build rapport, make your pitch and close the deal. Rinse. Repeat. Pro-tip: if you aren’t closing every time, don’t sweat it (but you should be able to close 95% of the time – this is where proper targeting is key). ProSellus Growth Engineers are always searching for ways to improve and streamline the sales process, so what is the latest news? As it turns out, one of the biggest changes to the sales process has been the shift from selling a product or service based solely on its value in the operating room or patient room. Want to know more? Keep reading.

Bye Bye Broseph…Hello Data

About prosellusA long time ago, you used to be able to “schmooze” your way to victory. Of course, you still have to schmooze, but today, it’s known as “networking” and “resource management.” Despite the fact that establishing value means establishing a relationship, you cannot close a deal on pure charisma and physician wooing anymore. You have to incorporate something else into the sales process: everyone else.

Extending the sales process and your mentality beyond the operating room requires a stamina not many sales reps can develop. You have to engage beyond the physician and establish a connection with administration of the hospital or ASC, or Operating Room Coordinator. So while you may only give your elevator pitch to a physician or small group of physicians, those unfamiliar with general medical processes or devices may require a more thorough education….which means that you may have to educate yourself a bit more. Either way, it’s your product or service. You SHOULD know that thing inside and out.

Also – if you haven’t caught up with the latest and greatest on sales & marketing tools and tactics today – it would be helpful for you to understand how DATA can help drive you towards better decisions that you can THEN turn into deeper networking relationships. Folks, data is power and it’s all around us now. If you don’t know how to harness it – then you might as well go get a job at Starbucks.

Build Trust to Build Your Business

One of the biggest mistakes sales reps make is focusing too narrowly on one aspect of a product or service instead of the broader meaning of the product or service in the context of the market. If you are selling a new piece of equipment for the OR, how does it affect the patient? The nurses? The Chief of Medicine? The EMTs or the administrative staff? By showcasing the fact that you have taken the time to consider the perspectives of people other than YOURSELF and the PHYSICIAN, you will not only establish value for the product or service you are selling, you will establish yourself as an effective and trustworthy sales rep, thus increasing your potential sales market.

Data can also help you achieve this trust. I am not just talking “statistics” – I am talking using raw data to UNDERSTAND your customer BEFORE heading into the practice to make that pitch. Data would help you understand what the customer’s perspective actually IS. What if you knew who your top 5 pain physicians to call on in a day were? Think of how much more effective and efficient you would be if you knew and could plan it out. Think of how much less time would be wasted schmoozing the wrong prospects for your device. Making sense? Read on…

The One Thing You Need Most

If you follow the steps in some of our previous blogs about the sales process, you will achieve success (we practically guarantee it). Of course, increasingly, you may encounter THAT client: the one who asks for extreme discounts, preferential treatment or things you simply can’t provide – even if that just means your time…which is arguably more valuable than your knowledge of all things medical device related. Rather than 100% blowing them off, consider that word we mentioned earlier…you know….perspective”. Educate yourself with the data then try a different approach first.

“The key here is to understand the reasons behind the request. Is the materials manager asking for a discount because they are concerned about the impact of reduced reimbursement for the procedure? Or, is the materials manager primarily concerned about meeting their cost reduction goals? How would you know what their motivation is? The simple solution to this problem is to ask.” – PM 360

Remember all those blogs about establishing value through establishing relationships? Guess what: the biggest part of any relationship is communication. If you try to understand why this person feels entitled to or is asking for what you think is preferential treatment, don’t try to guess. Don’t try to “fill in the blanks.” ASK (relationship) and LEARN (data). You can improve your trustworthiness and potentially sell them on another product or service in one fell swoop. Boom.

Another big mistake many sales reps make? Not knowing what the heck ProSellus Growth Engineers does for their sales & marketing business. If you don’t know what actionable intelligence or sales acceleration are, you are in the weeds and behind the times. Email me at Scottwalle@prosellus.com . Let’s talk shop, sales, and growth hacking. Show me your perspective.

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ProSellus Announces New Sales Enablement Tool for Medical Device Sales!

We are proud to announce that ProSellus, Inc. has released a new fully loaded sales enablement tool, designed by healthcare sales reps for healthcare sales reps. This new tool includes a multitude of functionalities specifically designed to support the requirements of the always-on-the-go healthcare sales rep while making calls out in the field.  These functions include: targeted physician & facility searches based on tens of millions of healthcare data points; the ability to forecast and track sales revenue, build referral networks for physicians and facilities, track sales call activities with physicians and much more. I am personally thrilled to offer up this un-paralleled solution to my former medical device peers.  When I was a rep, we needed the ability to generate sales at lightning speed and there were no tools that enabled us to do that effectively. Now both sales and marketing professionals can access (EASILY) robust healthcare data in a mobile, easy-to-use actionable format that points them to the hot opportunities in seconds.

Do yourself and your team a favor and set up a quick demo here and now. 

Whether it’s targeting physicians based on specialty, prescriptions or procedures, ProSellus can serve up a targeted list, in any geography in the country, in a matter of seconds while a rep is in the field.  While this tool crunches complex healthcare data on the back end, it’s easy enough for a 12-year-old to operate. As a former sales rep for a major medical device company, I was given tools to use that were clunky, complex and difficult to use. Those literally were a waste of time and company money. This tool was developed as an alternative to those dinosaur applications and spreadsheets. It actually impacts revenue for the sales rep immediately and is simple to use. ProSellus carries similar features as a CRM tool but with less complexity and more intelligence. It’s like having a healthcare database expert on key things device reps need to know (and normally don’t have easy access to) in your pocket at all times.  It is also designed specifically for the healthcare sales industry, although plans to apply the product to other industries are in the works.

As always if you have questions, please email me at scottwalle@prosellus.com. You can also check out our two new eBooks: one for Sales Reps and one for Sales and Marketing Directors/VPs – to learn tips and tricks from the pros on how to  set your quotas on fire!

Get to hunting and don’t waste anymore time!

 

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