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The Top 5 Tools for Medical Device Salespeople

No sales rep – medical device or otherwise – can live without their gadgets and tools. From your Android or Apple smartphone to the LinkedIn app, we all have things we use on a daily basis for our life and for work. Of course some of you may still be working using spreadsheets or worse: pen and paper. It’s time to step up your game with these top 5 tools for medical device sales reps.

1. Expense Tracking Tools

Tracking your expenses is a time honored sales rep tradition that, if you let it, can get out of hand very quickly. Instead of stockpiling receipts or tracking it all in your head, consider apps like Expensify.

These not only allow for digital receipt storage, they let you keep track of all of your business expenditures or otherwise. Expensify is free, but it’s pretty bare bones unless you splurge for the $5 or $9/month versions. Zoho Expense also offers a free option that supports multi-currency and features the added safety net of two-factor authentication.

For sales reps working for a small company or large corporation, you might consider Abacus or Freshbooks. But….that’ll cost you anywhere from $9 to $50/month per user for their host of features.

 

Credit: https://www.iphonetricks.org/iphone-voice-dictation-commands-and-punctuation/

2. Voice Dictation Software

We’ve talked a great deal about the importance of maintaining and cultivating relationships with your clients. Communication is just as big a part of your job as knowing your product and selling techniques. That’s where voice dictation software comes in.

While you can use Apple, Windows, or Google dictation software, they can be limiting or frustrating in the long-term. For a simpler solution, consider Dragon Anywhere from Nuance. This isn’t your average dictation software and it can translate for as long as you can speak.

Not only will you be more hands-free, you will more accurately be able to communicate anywhere at any time.

 

3. Social Media – Of course!

It’s a fact that sales reps who use social media outperform those who don’t, so why wouldn’t you leverage these treasure troves of connections and information to gain momentum in your territory? LinkedIn is now the gold standard for connecting with prospects, peers and potential customers. Twitter is the way to put your company (or your brand’s)  voice out there quickly and seamlessly, with little effort – but you have to be proactive and consistent in order to benefit.  Get up to speed on these platforms and you’ll not only make your sales outreach more effective, you’ll be a champ in your organization.

 

 

4.Web Conferencing Tools

Giving presentations, product tours and tutorials remotely has gotten much easier over the years. GoToMeeting continues to rule here but upstarts like Join.Me have grabbed some attention.

Google Hangouts is sure to become a sales tool as it enables group video conferencing and robust online conversations that include photo and  document sharing.

Assemble a panel of thought leaders and stream the discussion for the world to see or conduct sales presentations one on one and share content right in the stream of the conversation.

 

5. The ONE tool EVERY Medical Device Sales Rep Needs is…..

The 5th and final tool that all medical device sales reps need is ProSellus. It’s not some dry, mechanical thing designed by people who have never lived the life of a sales rep before. It’s designed by people like me, Scott Walle, and others with more than 50 years of combined sales experience. You want this tool, I promise.

All of us wanted a way to better and more easily monitor and expand our territory, maintain and cultivate relationships, and use the latest sales techniques. Data management and manipulation, sales acceleration, and relationship management are integral parts of the sales process in the 21st century.

Are you getting left behind? Email me at scottwalle@prosellus.com and let’s catch you up.

Indiana Jones Holy Grail

Is There a Sales Acceleration Formula?

Is There REALLY a Holy Grail for Sales Techniques?

As early as 2014, sales acceleration generated buzz in the sales world. Many people thought it was yet another scam and fly-by-night concept. But others saw the potential in the fledgling sales strategy.

We have discussed sales acceleration here at ProSellus a few times. It’s a must-have all-in-one technique for any and every sales rep. But it requires the right tools and attitude (doesn’t everything?). It could be your “Holy Grail”, but only if you know which cup to look for — just like Indiana Jones.

One Size Fits Most….Right?

Mark Roberge penned the book “The Sales Acceleration Formula”. Fun fact: he also got his very own Google Talk thanks to this little book.

Roberge details how to go from $0 dollars to $100-million USD by using sales acceleration, data interpretation, and technology leverage. The former Hubspot Chief Revenue Officer elaborated on a few key facets of sales acceleration including the following:

  • Value of role-playing
  • Buyer experience
  • Effectiveness of competitive contests
  • New-hire onboarding

Along with a few other concepts, these lessons from Roberge’s philosophy translated very well into corporate and large company settings. And, truly, the profits of sales acceleration technology and software are in the billions now.

But does Hubspot’s Holy Grail work for your individual or small medical device sales business? Would it work better if there was a holy grail built specifically for your industry?

sales acceleration formulaNo Code Necessary: How to Hack Sales

A “One Size Fits All” approach is the antithesis of sales acceleration. What are some of the keys to developing value for customers? Connection, relatability, accessibility, and usability. So those facets of sales acceleration that work for Hubspot won’t necessarily work for your everyday medical device sales representative.

How do you translate these lucrative sales techniques into something tangible that works for YOU? Simple: you hack it with sales acceleration that works for your business specifically.

If you want faster sales cycles, bigger deals, increased revenue, and higher close rates, you need sales acceleration. But you can’t spend hundreds of thousands of dollars on software and data interpretation tools in order to do that.

That’s where ProSellus comes in. Our all-in-one data management and sales acceleration tool works right from your tablet or desktop when you need it. Connect with physicians, build networks based on specific healthcare data (aka knowledge!), manage your territory, explore new information and review old information; the works.

While we’ll be revealing more of the sales acceleration formula in November, you can always email me Scottwalle@Prosellus.com with any questions. I can teach you how to hack without a computer.

 

Handshake-business-deal-agreement-working-together-sales-rep-challenger-large

Relationship Management Basics for Sales Reps

As a sales rep, you know that your reputation revolves around your relationships with your clients, your industry contacts, your peers, and pretty much everyone you meet….ever. As a result, relationship management is one of the five keys to success as a medical device sales rep. So what are the basics?

ProSellus is on the case.

Keeping Up With the Ka-Social Platforms

No Kardashians this time around, but there’s plenty of Facebook, LinkedIn, and other social media platforms. While some contacts are best left in your phonebook on your smart phone or in your Gmail account, others belong on the web, too.

You can work wonders on LinkedIn regarding networking and territory scouting/expansion. You can test out different pitch techniques with Facebook ads. Some of your clients might even be into Snapchat.

Use at your own risk kids.

Temperature Checks & Small Gestures

We’ve previously covered how establishing relationships can establish value. We even put together a handy list of the top 4 ways to establish value for clients. All of these revolve around relationship management.

Learning to pick up on nonverbal communication or incorporating small gestures into your routine with clients can instantly perk up any lackluster contact. Does one doctor really love Star Wars? Make a reference at your next meeting. See if you can parlay that into a discussion about that new medical device you just learned about. Even doctors are starting to do it with trust and transparency, changing ROI into IOR: “impact of relationships”.

Checking the temperature of your relationships seems like a pain, but it’s like tending a garden or doing the dishes. In order to set yourself up for success (i.e. a good harvest or a clean sink), you have to put in the work.

Some of you might have noticed that I said this is just one of five keys to success. Want to know more? Email me Scottwalle@prosellus.com.

Otherwise you’ll have to wait until we publish the second key next month.

 

www.paristexasco.com

Come Hell or High Water We are #HoustonStrong

HOW YOU CAN HELP HARVEY VICTIMS

We at ProSellus have been hit very hard this past week and ½ with Hurricane Harvey. Most of you might not realize we are headquartered smack dab in the middle of Houston, TX. All of our employees are here, families and friends here, and each of us was affected by the hurricane in one way or the other. Most of our days lately have been filled with clean-up efforts, ripping out drywall, floors, grabbing personal items and trying to salvage clothes and anything else not destroyed. We have been volunteering in neighborhoods, at our places of worship, comforting one another, friends and strangers alike. Mostly though, it’s been about coming together as human beings and as Texans. It’s been about spreading love, support and encouragement. It’s been about rolling our sleeves up and jumping in to do whatever needs to be done. It’s also about being kind to one another and feeling a sense of brotherhood around us similar to what folks in New Orleans for Katrina or NYC for 9/11 must have experienced. For us around here, it renews hope and promise that we as human beings in the worst possible scenarios tend to work together more than apart. The walls come down and we become one. It’s quite remarkable really.

Over the past few days, our team has personally seen some pretty remarkable things done by regular folks. To share just a few – this was a video of complete strangers making human chain to rescue an elderly man from a drowning SUV on the flooded highway. Pretty chilling and amazing to see. If you are one of those that worries about the animals – this video of rescuers picking up those pets left behind in homes and tied to trees is pretty heartwarming. All of this is in our backyard of Houston. These are only TWO of hundreds upon hundreds of similar stories – all of which we will see coming out more and more in the upcoming months.

PHOTOS OF HARVEY

TEXAS BASED BUSINESSES LEAD THE EFFORTS

Just as we are proud of our local Texan citizens, we couldn’t be prouder at the Texas-born businesses that are going far and wide to help support the victims. We in Houston and the surrounding areas affected need help and we will need help for a good long while. The Texas burger-chain Whataburger is giving $150,000 to the Red Cross and $500,000 to Houston-area food banks. Dell has been around for decades and has become a global brand of choice in the computer industry. Recognizing the need to help its local community, Michael Dell pledged a whopping $36 million to assist his fellow Texans. Bass Pro Shops is focused on supply resources as their primary contribution to the hurricane relief. This includes nearly 100 boats for government agencies and rescue organizations to use throughout the devastated areas. Sometimes, even a single individual can make the biggest impact. Jim McIngvale, a Houston native and owner of several Gallery Furniture locations in the area, has opened up his stores as shelters for impacted Families. Our own JJ Watt has opened up a fund and already raised over $20M. Our Texas-based Grocery Chain HEB had local stores devastated by the flood – check out what they did to keep the chain up and running and for their employees. Here are a few other companies you may have heard of that are donating to Harvey victims.

TIPS FOR HOW YOU CAN HELP:

We have made a LOT of progress over these 4-5 days of recovery, however we have a LONG way to go. We at ProSellus want to spread the word on how to help victims of Hurricane Harvey.

GIVE LOCALLY AND MAXIMIZE IMPACT FASTER:

Even better? Donate your time/materials/proceeds to Houston area local charities:

As always beware of charity scams – here is a good article on how to know who is legit.

AFTER THE STORM, WE SHALL RISE

Remember, our recovery efforts are a marathon, not a sprint. If you cannot donate now, donate later – we will need all and for a long time. At ProSellus, we plan to donate to several organizations listed above to help ensure that we are all on the same page: that as long as we are here on earth, we must help each other in order to survive. No one should be alone, especially in times of need.  

We are #Houstonstrong and come #hellorhighwater – we will survive through this.

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What to do if you get hacked on LinkedIn

As of August 30, 2017, our LinkedIn page was hacked.  Luckily, after 24 hours, we got it back. As you can imagine, most of us here in Houston, TX, were not too happy. On top of this, there’s the obvious disaster at hand: Hurricane Harvey.

Considering the tremendous losses others have incurred from belongings to homes and even lives, losing access for 24 hours to a social media platform seems like a walk in the park. But it got me thinking….whether you’re an individual sales rep or an enterprise level med-tech company, you need ways to protect yourself, your data, and your intellectual property. Specifically, with LinkedIn, there isn’t much recourse for users to take if a data breach such as this occurs.

Start With LinkedIn Customer Service Recommendations

Though this seems obvious, it’s a necessary step — especially reviewing your currently active sessions. If you see anything unfamiliar or suspicious, investigate it right away! The follow up check of your personal and work emails is also a must. You can avoid further compromises in one simple check.

TIP: I run a company and as CEO I can be a bit impatient – like I want results now – so when I have to fill out a bunch of online forms and wait…and wait…well – that doesn’t quite sit well with me. So after much digging I found this email: linkedin_support@cs.linkedin.com – and they responded rather quickly. You just have to be proactive! Also make sure that you have back up emails loaded on your account in case someone does try to change your primary email – they will notify your secondary email that there was a change.

But WHY Did I get Hacked In the First Place?

Great question! No idea. Apparently, hackers like to target LinkedIn accounts for the greater access to network information. Think about it: you can get to know A LOT about a person by looking at their LinkedIn profile. You can even identify more targets by looking at people’s connections. Gaining access to login credentials enables hackers to potentially crack greater codes than just a few LinkedIn profiles.

They target people in many ways, but an old favorite is the classically threatening security themed farce. You can see in the image below that this is a fairly well reasoned email, but it doesn’t look as official as one from LinkedIn should look.  It is a phishing email aimed to capture all your details.

By falling for this email scam and filling out the attached HTML file, you unwittingly hand the hackers your login information on a silver platter. While you might not fall for this, a coworker might. Your parents or your kids might. Who knows? Two-factor authentication is a great way to thwart these kinds of schemes if you have been compromised.

Simple Steps to Security

As we’ve mentioned, getting hacked is no picnic. But there are ways to mitigate the effects of being hacked. The following list is a great way to start:

  • Anti-virus software like Avast, Malware Bytes, and Webroot
  • Changing passwords every 3 – 6 months
  • Encryption or scrambling software
  • Proxies or VPNs
  • Keeping up with data breaches by following Twitter accounts such as haveibeenpwned as operated by Troy Hunt
  • Request a data archive of your profile
  • Add a second backup email to your profile
  • Download all of your contacts in case you lose your account

Why Do Some People Not Know That They’ve Been Hacked?

Though LinkedIn is great for many things like networking and thought leadership, the communication about security breaches leaves something to be desired. Though there was a ton of coverage on the 2012 LinkedIn data breach that affected nearly 6.5 million users, other breaches were swept under the rug. The reason why: its data from the initial 2012 breach either being released or used years later. That explains why the 2012 data breach gets listed among the worst data breaches of all time regularly.

What Else Can I Do to Protect Myself?

TIP: Go to a website called haveibeenpwned.com. I know — it looks like a spam website, but it’s actually one of your greatest tools in protecting your login information and email security. It automatically checks any email you put in for security breaches or compromises. The person who operates it, Troy Hunt, is a known specialist in this area and regularly writes about data breaches.

Avoid our mistakes: get a data archive, download your connections, and enable that two-factor authentication. Data matters more and more every day. The ProSellus Growth Engineers still have a little growing to do in some departments, but then again, shouldn’t you always be growing?

We’ll let you think on it a bit.

medical-device-sales

5 Ways to Succeed as a Medical Device Sales Rep

Medical device sales is the Wild West and Game of Thrones combined. The competition is fierce even for the most well-equipped and savvy of reps.  The best of the best are always on the lookout for tips, tricks and new strategies to help them up their game and stay on top. ProSellus is dedicated to providing accessible resources for medical device sales reps and improving their sales business. If you are one, let’s see if one of your go-to techniques makes our list of 5 ways to succeed as a medical device sales rep.

Time Management & Value Propositions

The first key to succeeding as a sales rep is crucial: time management. You cannot bounce from meeting to meeting, keep up with emails, read news about medical technology and thought leadership, and look like a boss without it. Pro-tip: watches are great. Setting them to be fast is better. Bonus — remember that old proverb about what “being on time” actually means? Time to redefine your understanding of what “being early” is.

Our second tip is to be completely versed in what a value proposition is and how to implement one. Establishing value for a client is a main part of being a sales rep. If you flounder at this step, you’ll probably (definitely) struggle to become a successful sales rep regardless of industry. For more info on establishing value, check out some of our other blog posts.

Measured Expectations & Balance

You always want to close the deal and convert that competitive customer when you make even the shortest of pitches, but…sometimes even the best sales reps fail. In an industry so heavily focused on profits and numbers, it can be disheartening sometimes to see yourself as just a percentage. Prepare yourself mentally for the negatives or the “no’s”. Another old adage about “missing all the shots you never take” applies here, but you probably already knew that.

Another thing many sales reps forget about is establishing work/life balance. In order to be at your utmost successful level, you need to recharge. You’re no good in a business meeting if you’re running on two hours of sleep in a wrinkled suit (or scrubs) and a far-off look on your face. Whether you miss out on those critical 6 – 8 hours of sleep because of work or “recreation”, you’re setting yourself up for lackluster performance in your chosen career. Be flexible with regards to your clients and schedule, but also with yourself. (Folks, I was guilty of this 100% of the time.  I remember burning the candle at both ends with a blowtorch!  I would literally end a Friday forgetting that it was Friday.  When you’re young in this business you’re expected to hustle in order to make an impact.  And don’t kid yourself, you’ll always hustle, but you need to have some sort of balance.  I know, I know, sometimes it seems impossible, but no surgeon or physician wants a rep who makes errors because they’ve only slept 10 hours all week!  That would be the quickest way to lose business!!!!!)

The Final Way to Succeed in Sales (With or Without Really Trying)

Make good on your word. That’s it. No, really — it is that simple. As a sales representative, your reputation is an integral part of your brand and your business. The minute someone drags your good name through the mud, you could be toast (and not avocado or butter; just burnt). Tired of the crispiness in your life?

Email me at Scottwalle@prosellus.com and let’s see if ProSellus can transform your fire hazard into the ability to control fire.

 

 

 

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Sales Acceleration is Your Turnkey Sales & Marketing Strategy…But What Is It?

Turnkey solutions are fantastic for enterprise and small sales businesses. They’re lean, often affordable, and — ideally — extremely effective. ProSellus offers such an all-in-one-tool in the form of a service that combines the capabilities of LinkedIn (hunting) and Salesforce (contact and revenue management). It also utilizes a little known sales strategy that could be the one thing you need to boost your sales numbers and improve your medical device sales business.

Customer Management Meets Inter-connectivity

As a medical device sales rep, if you could do more with leads, you would jump at the opportunity right? As a medical device marketing person what if you could find the hottest opportunities to feed to your reps in a  matter of seconds? Sales acceleration offers the unique fusion of customer management with the inter-connectivity of the 21st century. You can house and access client information, manage relationships, find new opportunities in your territory, and more all from the palm of your hand with ProSellus. The trick to sales acceleration: you.

One of the best weapons a sales rep has in their arsenal is their ability to establish value of a product/service based on personal interactions. Establishing a rapport with a client or prospect is just as important as understanding the product/service you are selling. Sales acceleration is a combination of tactics and approaches that utilize your best tool and extrapolate sales skills into actionable intelligence.

One of the best weapons a marketing person has in their arsenal is data intelligence. Having access to valuable healthcare data within an easy-to-acquire solution is a medical device marketing person’s dream. Finally, something that marketing can DO to effectively help sales – find quality leads and fast. No more wide-net fishing.

Don’t Get Bamboozled

Many companies offer sales acceleration tool packages, but at a cost or with confusing and difficult-to-understand interfaces. (Trust me, I’ve been where you guys and girls are.  My former companies would provide “great” software platforms that quite frankly my sales counterparts and myself would give up on rather quickly.  They were simply un-intuitive and impossible to use.) It’s understandable as the business of sales acceleration has reached more than $12-billion. It’s hard to ignore the numbers — especially when they indicate that you could be doing something better, but you don’t have to spend beau coup bucks to do it. ProSellus offers this turnkey solution right from your mobile device. Imagine it: having all the information you need on-the-go and more organized than any cabinet could ever be.

Optimize or Fall Behind

If you want to learn more about how sales acceleration can improve your sales & marketing business (and I know you do), email me. Scottwalle@prosellus.com. I want to personally help your business grow using my expertise and knowledge of medical sales gained over more than a decade of experience in the industry. So what’s it going to be — are you going to adapt to the modern age or stick with the dinosaurs?

marketing

Does Marketing Matter In Sales?

For Sales Reps…Does Marketing REALLY Matter?

Many people, including ProSellus Growth Engineers, place importance on the differences between marketing and sales. We have also talked about the relationship between the two. But…does marketing really matter for medical device sales reps? The short answer: you bet it does.

Enterprise Sales Teams and Mavericks…Listen Up

Regardless of the size of your sales business, marketing means more than pamphlets or social media ads. It means your entire brand identity and even how you interact with clients. In today’s modern age of 140 character interactions and algorithms that track mouse movements on websites, not only do you have to monitor your tone and diction, you have to be transparent, too. Whether you have a marketing team to support you or you’re flying solo and clocking in extra hours wearing a dozen hats, you’ve got to adapt and adapt fast.

 

Increasingly, sales and marketing tricks of the past like fear of loss, the “Jones effect”, or the impulse factor aren’t trade secrets anymore. To top it off, many consumers are more proactive than even five years ago. The immediacy of “Googling” something on their phones means that your clients could be 12 steps ahead of you in 30 seconds or less.

This also works in the reverse fashion: not only are consumers being proactive, but so should the salesperson. What does that mean exactly? How can you be more proactive as a salesperson? How about by being smarter? How about utilizing technology available to help understand who your customers really are (or should be!) and what THEY are searching for before they even know it.  Its called “behavior analytics” and there are many types (listed below) which is created from data all around you!  It is collected every time you do ANYTHING as a consumer, professional or business.

Wait…So How does Marketing Affect Sales?

You’re a discerning sales rep, so quick quips and industry jargon aren’t going to distract you from your objective. How does marketing affect your sales business? For individual sales reps operating their own LLCs or businesses, it can be the difference between a deal and a flop. Your personality is your brand and your brand is your business. Consider consulting several of our blog posts about developing a brand identity and voice. You can parlay this identity into your social media platforms, your web copy, and every other facet of your sales business.

For enterprise sales team that have marketing support teams beside them, the process is a bit different, but the variables are the same. You need the tools of brand development in order to implement them in your sales approach and process. Something as simple as a company logo can impact your ability to close a deal with prospective clients no matter how clever or charismatic you may be. Hey — the truth isn’t always pretty in the world of sales.

While branding, voice, personality and technique are all vital to help seal the deal, I cannot emphasize enough the crucial impact that data and analytics have to the success of both types of sales teams (Small LLC’s and Enterprise). Where does the data come from? Well, most marketing professionals should know where to access it. In fact, there are stacks and stacks of technology tools that offer data analytics (diagnostic, descriptive, predictive and prescriptive) available to both the marketing and sales professional. It’s all the rage and guess what, your competitor, you know the one that just poached your customer? They are taking advantage of these tools. This is indeed where the rubber meets the road with regards to marketing helping sales achieve quota. Marketing obtains the analytics and supplies the sales team with the data intelligence to help point them to the warmer leads and low hanging fruit. It’s a cyclical relationship. Boom – the family has finally found a way to work together.

Still feeling stumped?

ProSellus Growth Engineers is a company dedicated to growing your sales business using these revolutionary techniques – in a simplified way built for the sales rep in the field and the marketing professional in desperate need of some REAL leads. The future is already here, so you might already be old news. Email me at Scottwalle@prosellus.com and let’s get to the bottom of your sales and marketing questions

makesale

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.

Smiling woman in a car with tablet

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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