Juliane Ray’s Post

🤝 Building Strong Relationships to Drive Sales Success 🤝 In the MedTech industry, the strength of your relationships can make or break your sales strategy. One major challenge is establishing lasting trust with healthcare professionals in a highly competitive market. As a MedTech Sales Strategy Advisor, I’ve found that true success comes from building genuine, long-term relationships rather than just focusing on short-term gains. By deeply understanding the needs and challenges of healthcare providers, I ensure that our solutions not only meet their immediate needs but also support their long-term goals. 🌟 Solution: Cultivating trust through consistent, value-driven interactions—whether it's providing timely support, sharing relevant insights, or simply being a reliable partner—transforms customers into advocates, which in turn drives sustainable growth. 💬 Ready to strengthen your customer relationships and boost your sales? Let’s connect and discuss how we can achieve this together. #MedTech #SalesStrategy #RelationshipBuilding #HealthcareSales #CGM10 #VishalManocha

Enjoy a coffee (or tea) with one of your customers, after all........It will drive Commercial Excellence in MedTech and Life Sciences with a Solution-Focused Sales Approach In today’s Healthcare/ medtech / lifesciences landscape, a solution-focused sales approach is no longer just a strategy—it’s essential. Here’s why this approach is (or should be) the new norm: ·        Empathy Over Pitching: Modern healthcare professionals are looking for partners, not sales pitches. In fact, they see through the pitches and sales messages whether conscious of it or not, the impact is simply lost. A solution-focused approach prioritizes listening and understanding the unique challenges our clients face, allowing us to offer tailored solutions that truly impact patient care and operational efficiency. ·        Building Trust: By positioning ourselves as trusted advisors, we foster long-term relationships built on credibility and trust. This trust is invaluable, particularly in life sciences, where clients rely on us for products that improve lives and outcomes. ·        Driving Innovation and Value: Solution-focused selling encourages cross-functional collaboration and deeper understanding of customer needs, often leading to innovation. In turn, we create meaningful value not just for the end user, but for the entire healthcare ecosystem. This collaborative process drives iterative innovation, that also builds customer investment in the success of the project, adding added value to the journey. ·        Agility in a Complex Environment: With the fast-paced changes in MedTech, from regulatory shifts to technological advances, being solution-focused allows us to stay agile. It empowers our teams to adapt and respond effectively to changing market demands and client needs. This further bolsters positive outcomes when the project hits unforeseen challenges. The era of one-size-fits-all selling is over. By embracing a solution-focused mindset, we can make a profound impact on our clients, patients, and the future of healthcare. Happy end to your week! #MedTech #LifeSciences #SalesStrategy #CommercialExcellence #SolutionFocused #HealthcareInnovation #CustomerCentric

Definitive Healthcare introduces Carevoyance for medtech industry Know more:- https://lnkd.in/dGjY5P9g #definitivehealthcare #martechcubenews #marketingtechnology #digitalmarketing #technology #marketing #martechcube

Which is the biggest challenge facing Medical Device companies (Class 3B )? creating a valuable sales funnel. https://lnkd.in/e2s2Q2_x The OECD reports that global healthcare spending is now 8.8% of GDP and is expected to outpace GDP growth by 2030, which is a massive opportunity for medtech sales. However, to capitalize on this growth, companies need well-trained teams equipped with the right tools and strategies. Building customer relationships, explaining complex products, adapting to omnichannel sales processes, and facing stiff competition are key challenges. Personalized sales pitches and adopting a hybrid sales model to meet diverse customer preferences are essential. I think it is so true! Most of the C-Suite in the medical device business are naturally product-focused, but it's clear that a strong product alone isn't enough. This may have worked in the past but not anymore. Engineering these products is becoming increasingly complex and expensive, and the regulatory demands are ever-growing. To offset these high costs, we need a commercial organization designed as explained in the article. And we need global visibility and global sales. Achieving this requires robust organization, effective processes, competent teams, and strong marketing strategies. This is especially challenging for mid-sized companies. The future is bright for those who can navigate these complexities and seize the opportunities in the evolving healthcare landscape. What do you think of this? Isn't it time to redirect focus from product to commercial? I'd love to hear your opinion!

We are ecstatic about the value we can bring our Medtech customers in our new strategic partnership with Clarivate for Life Sciences & Healthcare. Learn more from Relatable’s CEO, Josh Emert, below: “At Relatable Healthcare, we are dedicated to creating intuitive software that modernizes how innovative medical device and supply companies leverage product intelligence to drive efficient revenue growth. We are excited to partner with Clarivate and its Medtech customers to automate workflows across contracting, sales, marketing and product support. This will enable instant cross-referencing of competitive products in RFP responses, more frequent measurement of contract compliance and proactive discovery of conversion opportunities in the field.” Learn more about our big announcement via the link! https://lnkd.in/gwUsSfXv #medicaldevicesales #medicaldevice #medicaldevices #medtech #medtechinnovation

Why Overcoming Sales Challenges in a Rapidly Changing MedTech Environment is Key to Growth In MedTech, where innovation happens fast, keeping up is critical. Sales teams that can adapt quickly to new technologies and changing customer needs see significant growth. 🌟 Companies that adjust to changes fast can increase their sales by up to 20% compared to slower competitors. When sales teams are trained to explain new products clearly and respond to evolving regulations, they build stronger trust with clients, leading to long-term relationships and consistent growth. As a MedTech Sales Strategy Advisor, I focus on staying current with industry trends, ensuring the right tools and knowledge to quickly communicate value to healthcare providers. This approach can boost sales conversions by 20-30%, as we’re always prepared to answer the toughest questions and offer the latest solutions. Growth Impact: 30% faster market penetration: Staying ahead helps us outperform competitors. Up to 40% increase in sales conversions: Clear communication and quick adaptation build customer trust. 2X growth in client relationships: A faster response to change means stronger client loyalty. Want to overcome sales challenges and grow your MedTech business faster? Let’s connect and share strategies! Your Partner in MedTech Sales Growth – Turning Challenges into 2X Opportunities. 🚀 #MedTechSales #SalesGrowth #Agility #VishalManocha #CGM10

In medtech sales, the future is hybrid, blending digital precision with human touch. McKinsey & Company highlights the transformative shift towards hybrid sales models in the medtech industry, a blend of digital engagement and traditional field sales. This evolution addresses the changing dynamics of healthcare procurement and physician engagement, offering a more personalized and efficient customer experience. Read on. #MedTechSalesModel #MedTechDigitalSales #MedTechPhysicianDirectSales

One lesson I learned in sales and healthcare is that less is more. You get greater results for your business and clients when you say less, listen more, and focus on solving the key pain points at the highest level. #sales #bdr #sdr #healthtech

I worked in many industries, but Healthcare is different. It's very concentrated. This post by Julie Yoo a few days ago outlines this very well. There simply aren't many large B2B players, and a many, many very small ones. Here's a quick extract from the article: "Some well-known examples of iconic healthcare companies that exhibited high customer concentration at a point in time are as follows: Veeva - their top 10 customers represented 61% of revenue in 2012 R1 - Ascension represented 60% of revenue in 2021 Castlight - Anthem represented 27% of revenue in 2019 Signify - 3 customers comprised 61% of revenue in 2022 Inovalon - in 2014, 10 customers comprised 76% of their revenues" 👉 So what does that mean when you're building in the space? "If you develop a large relationship with a single customer, it can be worth leaning into (and an inevitability) as long as you keep the following things in mind: Prioritize opportunities that take advantage of your current roadmap over future roadmap, so you maintain a degree of ball control over the relationship. Do constant discovery and validation of product concepts with other potential buyers to ensure that your offering is not being overengineered to that customer. Focus on making that one customer highly referenceable. Don't stop developing your sales pipeline to diversify your base!" Of course the data in the original post are very US centric, and there are differences in Asia. But generally I find this advice to be very true. Interestingly, in eldercare specifically we're about to witness an huge increase of B2B organizations, dictated by the tsunami that's upon us. That's one of the reasons why Junus E. and I are bullish and building Glorious. The time to build in eldercare is now 💪!

Driving Growth in MedTech: My Experience and Strategy In the fast-moving world of MedTech, delivering real growth requires not just speed but a deep understanding of both the market and customer needs. Through my role as a MedTech Sales Strategy Advisor, I’ve focused on practical strategies that create real impact and increase sales growth. 🌟 My Approach to Growth: Quick Adaptation: Staying ahead in MedTech means constantly learning about the latest innovations and regulations. By doing this, I help identify opportunities early, allowing us to enter new markets up to 30% faster than the competition. Building Trust: It’s crucial to explain complex medical devices in a way that’s simple and clear. My approach has helped increase customer confidence, leading to a 40% increase in sales conversions. When healthcare providers trust that we understand their needs, they are more likely to work with us. Delivering Results: By focusing on fast, accurate communication and staying ahead of trends, I’ve helped create stronger, long-term relationships with clients. These efforts have led to increased repeat sales and long-term success in the MedTech field. Impact: 30% Faster Market Entry 40% Growth in Sales Conversions Stronger Client Relationships Interested in learning how we can create growth together in MedTech? Let’s connect and explore how we can turn challenges into opportunities. 🚀 Your Partner in MedTech Sales Growth – Turning Challenges into 2X Opportunities. #MedTechSales #GrowthStrategy #CustomerTrust #VishalManocha #CGM10 #RamaShankarPandey