Mark R.G. Still’s Post

How do you lead with value on a healthcare sales call? Do you pepper prospects with features or benefits? Do you start by explaining how your product or service works to drive revenue or decrease cost for your customers? When I work with healthcare startups and tech companies on GTM & positioning strategy, the first thing we do is develop a positioning statement... Consider this the tip of the spear for the business development strategy... And doing this changes the dynamic of a sales call or demo... Instead of desperately throwing value darts at the preverbal wall, hoping that one of them lands near the center for the prospect, you lead with a clearly defined value proposition, but then follow-up with a question... That question leads to another question, and then another, and another... The goal of the call stops being "get them to say yes we'll take another meeting to learn more"...and shifts to "let's understand whether or not they're a good fit for our product or service"... And this type of sales conversation is better for everyone... If the answer is "no", you generally get to that realization faster when you first take time to understand the prospect's business situation, the problems they're facing, and whether your service or solution is a good fit... That saves the prospect time. It saves your sales team time. And it means that the customers that do say "yes" end up being better fits for you, so you're able to deliver high-value. But, it all starts with dialing in your positioning strategy... That positioning strategy (should) drive all of the subsequent business development decisions: -the prospects you target -the methods of lead generation & outreach -the structure of those initial conversations -the future development of the product or service You want to become less of a "vendor" and more of a discerning professional looking for customers who you can best help, not just a customer that will sign up... And that all starts with crafting your healthcare positioning strategy... #healthcare #healthcarepositioning #healthcaresales #healthcaretechnology #healthcaretech #salesconversations

Great article by the Alexander Group on paired coverage models. This can be the ideal model for improving sales coverage at a lower cost of sales vs. adding additional resources in the field. Looking to expand your sales coverage to support market growth? Let's connex! #pairedcoveragemodel #healthcaresales #healthcaremarketing #connexiohealth

A salesperson who has authority and trust has it easy. But building trust is an uphill battle especially on B2B social platforms. That’s where a more modern approach comes into play — ever heard of consultative selling on social media? Consultative selling boils down to three key practices in my book: ✅ Sharing insights ✅ Engaging meaningfully ✅ Customizing solutions to meet specific needs And the perfect tool to maximize the effectiveness of your consultative selling approach? Linkedin. This network has become a powerful tool, allowing salespeople to blend the art of sharing and listening perfectly. Take our journey in The Netherlands as a prime example of the impact consultative social selling can have: At InterSystems, we're all about innovating healthcare data solutions — often in collaboration with partners like Itzos for projects like the Dutch Mitz program. Faced with new legislation requiring healthcare institutions to share medical data seamlessly, we created a campaign to inform, engage, and understand. Here’s how we did it: 1️⃣ Building Networks: Starting in October 2022, we focused on connecting with hundreds of healthcare professionals and finding common ground in healthcare innovation. 2️⃣ Understanding Needs: From May 2023, we shifted to gathering personal insights on the challenges and concerns around the legislation’s implementation. 3️⃣ Educating the Community: Fast forward to December 2023, when we began sharing weekly insights on the looming legislation, its implications, and preparation strategies with our growing network. This strategy wasn't about immediate sales. It was about consistently showing up, sharing valuable insights, and actively listening to lay the groundwork for meaningful conversations on implementation. And here’s how it turned out: 📈 There was a noticeable influx of clients and opportunities, both inbound and outbound, for our sales team to connect with and nurture. 🤝 The team secured over 20+ new customers in 2023, strengthening our position in the healthcare market as market leaders with our Mitz solution called Mitzbox. ⏫ We’re now set to double to over 40 new customers in 2024. This initiative was a testament to the power of trust, community, and genuine engagement in driving change and fostering business growth. I'd love to hear about the salespeople you trust and why. Let me know in the comments! Big shout out to Robert Eggermont and Wessel Hebing 🌍 for their collaboration. #ConsultativeSelling #SocialSelling #HealthcareInnovation

With tighter budgets and longer decision-making cycles, Q4 can be tough for healthcare tech companies to hit their revenue targets. But it’s also full of opportunity if you know where to focus. Here are three actionable strategies to help boost your results: 1️⃣ Leverage Account-Based Marketing (ABM) – Focus on high-value healthcare prospects, tailoring your outreach to their specific needs to speed up the sales cycle. 2️⃣ Re-Engage Cold Leads – Launch targeted campaigns to win back cold or lost deals. Offering incentives or personalized solutions can reignite interest. 3️⃣ Refine Your Messaging – Ensure your communication is clear and outcome-driven, helping to build long-term trust and resonate with client needs. 👉 Read the full article for more Q4 tips https://hubs.ly/Q02QDNYH0 #B2BMarketing #HealthcareTech #MarketingStrategy #AccountBasedMarketing #RevenueGrowth

In the competitive world of healthcare, providers face unique challenges in reaching their target audience effectively. Traditional sales tactics often fall short in this highly specialized industry. At CallingWorks.com, we understand the intricacies of healthcare sales and offer tailored strategies to help healthcare providers achieve their sales goals. This article explores key approaches to targeted sales for healthcare providers, ensuring they connect with the right audience and drive meaningful results. Read all https://lnkd.in/eBqFmgtb #InsideSales #Healthcare #OutsourcedInsideSales #ResourceManagement #BoostHealthcareSales #SalesOutsourcing #QualifiedLeads #ReduceExpenses #InsideSalesSuccess #NationalCommunityHealthCenterWeek #appointmentsetting #closingsales #coldcalling #Healthcareinsidesales #leadgeneration #Lead #qualificationsales #salesdevelopment #sales #healthcare #b2b #art #WilliamShakespear #shakespearbirthday #InsideSales #SalesTeam #InHouseSales #HiringDecisions #SalesStrategy #SalesPerformance #OutsourcingVsInHouse #SalesManagement #CostAnalysis #SalesEffectiveness #SalesProductivity #SalesEfficiency #SalesOperations #BusinessGrowth #SalesSuccess #2024marketing

We always have a theme for the Marketing & Sales Summit. A golden thread that ties everything together. And this time it’s sales. Because so many people are finding it tricky to make sales right now. So when you come to the Summit on Thursday 28th November all the masterclasses and the follow up implementation session and what to say workshop are all about giving you the support you need right now to create more opportunities, have more conversations and make more sales. - 𝐓𝐡𝐞 𝐥𝐢𝐧𝐞𝐮𝐩 𝐨𝐟 𝐢𝐧𝐜𝐫𝐞𝐝𝐢𝐛𝐥𝐞 𝐥𝐢𝐧𝐞𝐮𝐩 𝐨𝐟 𝐢𝐧𝐜𝐫𝐞𝐝𝐢𝐛𝐥𝐞 𝐬𝐩𝐞𝐚𝐤𝐞𝐫𝐬 𝐰𝐢𝐥𝐥 𝐬𝐡𝐨𝐰 𝐲𝐨𝐮: 𝐖𝐡𝐚𝐭 𝐚 𝐬𝐚𝐥𝐞𝐬 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐚𝐜𝐭𝐮𝐚𝐥𝐥𝐲 𝐢𝐬 𝐚𝐧𝐝 𝐰𝐡𝐲 𝐲𝐨𝐮 𝐧𝐞𝐞𝐝 𝐨𝐧𝐞. - 𝐓𝐡𝐞 𝐦𝐨𝐬𝐭 𝐞𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐥𝐞𝐚𝐝 𝐠𝐞𝐧𝐞𝐫𝐚𝐭𝐢𝐨𝐧 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 to quickly fill your pipeline with qualified leads. - 𝐓𝐡𝐞 𝐞𝐬𝐬𝐞𝐧𝐭𝐢𝐚𝐥 𝐟𝐮𝐧𝐧𝐞𝐥𝐬 that will help you grow your audience and create consistent, repeatable sales. - 𝐇𝐨𝐰 𝐭𝐨 𝐪𝐮𝐢𝐜𝐤𝐥𝐲 𝐛𝐮𝐢𝐥𝐝 𝐚𝐧 𝐚𝐮𝐝𝐢𝐞𝐧𝐜𝐞 𝐨𝐟 𝐫𝐚𝐯𝐢𝐧𝐠 𝐟𝐚𝐧𝐬 who can’t wait to buy your offers. - 𝐓𝐡𝐞 𝐩𝐬𝐲𝐜𝐡𝐨𝐥𝐨𝐠𝐲 𝐨𝐟 𝐬𝐞𝐥𝐥𝐢𝐧𝐠 so you can tackle every sales opportunity with confidence and none of the icky awkwardness. If you want to make more sales this is the MUST ATTEND event. Have you grabbed your ticket yet? Grab yours ⬇️ ⬇️ ⬇️ ⬇️ ⬇️

How to reach out right contacts in target accounts-The 2nd stage of ABM, Expand, is absolutely critical for ABMers or marketers. I tell you how to connect with more contacts in the opportunity accounts, Preparing Your Account-Specific Plan An account plan is a strategy and tactics to engage all of related contacts. -Related contacts according to their responsibilities, titles, need or pain points, defined by your personas, and these roles are such as stakeholder, champion, decision maker, power sponsor. -Finding the right stakeholders, will be access to many quality data by additional contacts to append your existing accounts for precise and accurate engagement. -Enabling your champion, key users or influences, but maybe not a decision maker. -Pointing out potential detractors and try to persuade or keep peace of mind. -Discovering your power sponsor who a decision maker or has the power to influence the purchase, such as special assistance to CXO. Using Tools for Expansion Select the right software, such LinkedIn or Sales Navigator or Demanbase. Adding contacts to an Account Use your personas are the people you determine and identify to add an account. -Appending more contact data to accounts. -Writing out your account's organization chart. -Working with new contacts during the sales process -Identifying buy centers or committees. #ABM #AccountBasedMarketing #B2B

Understanding the healthcare sales cycle can empower reps to build strong, trust-based relationships with clients and improve their effectiveness at every step. 🔍 From Prospecting (identifying high-potential clients) to Engagement (establishing genuine connections), each stage requires tailored approaches to ensure success. Presentation is about articulating value and aligning solutions with client needs, while Negotiation involves balancing client expectations with company goals to find a win-win. And finally, Closing solidifies the relationship, reinforcing trust and setting up long-term success. 📈 At MDliaison, we help reps refine their skills at each stage for maximum impact. Ready to elevate your approach to healthcare sales? 🚀 #HealthcareSales #SalesCycle #MedicalSalesTips #SalesStrategies #ClientRelationships #HealthcareIndustry #SalesEffectiveness #MDliaison

✨ Let’s Talk Strategy: Elevating Your Healthcare Sales Approach ✨ Did you know you can boost #healthcare sales by simply focusing on meaningful conversations? 💬 Here’s how focusing on #dialogue can transform your sales approach: 🔹 Understanding Needs Better Engaging in deep conversations allows you to truly understand your clients' challenges. By actively listening, you can offer solutions that directly address their specific pain points. 🔹 Building Stronger Relationships Authentic dialogue fosters trust. When you genuinely engage with clients, it shows that their perspectives matter—leading to stronger, long-lasting partnerships. 🤝 🔹 Gaining Valuable Insights Conversations aren’t just for selling; they’re for learning too! 💡 They provide valuable insights into market trends and client needs, helping you stay ahead of the competition. 🔹 Enhancing Client Engagement Effective communication leads to higher engagement. When clients feel heard, they’re more likely to stay receptive and committed to working with you. 🔄 💡 Updating your sales #strategy through meaningful conversations can result in more impactful client relationships and business growth. 👇 What steps do YOU take to keep your sales strategy fresh and effective? Drop your tips in the comments! 👇