“Fortune favors the prepared.”
In the world of B2B sales, this couldn’t be more true.
Let’s talk about spreadsheets and slide decks. Nearly 80 percent of financial decisions are supported by spreadsheets, while one in two businesses use spreadsheets to prepare accounts. Despite this, 88 percent of spreadsheets contain errors. So, what do all these numbers mean—that businesses are still relying on error-ridden spreadsheets? Are these same spreadsheets costing them time and money? Sounds like a managerial headache waiting to happen.
It can be hard to market and sell a medical device when customers want so much functionality, customization, and one-on-one support. This is especially true if they expect, as many do, that your product will allow them to take advantage of emerging trends in the industry such as big data, telemedicine, and commoditization.
Sales enablement allows teams to gain insight and improve effectiveness. Equipped with the best tools and methodologies, teams can filter data and leverage metrics to ensure that their reps are empowered to sell—always and from anywhere. Sounds great, right? Well, enablement does demand some finesse. It requires teams to implement both the right techniques and the right technologies into their processes.
With more than 100,000 customers using Salesforce globally, it’s safe to say the platform is the world's most popular customer relationship management (CRM) system. This should come as no surprise. The tool is used by savvy medtech sales professionals literally every day.
Companies that have a strong alignment between sales and marketing achieve an annual growth rate of 20 percent, according to Kapost. Mobility is growing rapidly as a business priority as more companies recognize the need for sales enablement. Here are four real-world examples of mobile sales enablement medtech companies should reference from across the Life Sciences industry.
For many sales and marketing professionals, starting the day with Salesforce is like starting the day with a cup of coffee. This habit not only informs the brain that it’s time to start functioning, but it inspires productivity. Unlike coffee, however, making the most of Salesforce requires a little effort. To help, we’ve rounded up five expert Salesforce tips. From account planning to closing deals, here are ways to make the most of your CRM:
Life sciences sales reps spend a lot of time on the road and in customers’ meetings — with HCPs, hospital and healthcare administrators, and others. While part of a sales team, the remote nature of their work means few opportunities to see their fellow sales reps, marketing, or other home office colleagues other than training or launch events.
Strategic account planning takes typical account planning a step further by not only outlining an account's goals—and how an organization can help them achieve these goals—but also evaluating which accounts are essential to your company's growth.
Sales reps spend a third of their time searching for and creating sales materials, according to Hubspot. An efficient mobile sales tool needs to be easy to use and packed full of data for reps to access quickly and easily in the field. Here are seven elements that med tech mobile sales tools must have in order to be valuable.