The virtual setting has intensified challenges in prospecting and access for professionals in the healthcare vertical. In a recent survey, 22.9% of sales-people indicated that prospecting in a virtual setting was the most significant hurdle in expanding their sales pipeline. Healthcare sales professionals put a higher priority on this parameter at 25.6%. What can be done to accel at this important task? -Build Your Professional Socail Media Network -Use Social Media Listening -Personalize the Value Statement -Build Incremental Value -Deliver Messaging with Sharp Customer Directed Focus If your sales leadership is not directing these factors you may be in for a challenge.
Mark R.G. Still’s Post
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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
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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
Targeted Sales Strategies for Healthcare Providers - CallingWorks
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💰💰Attention B2B Sales Leaders: Are You Leaving Money on the Table? 💰💰 We analyzed 1,619 B2B leads from 40 tech companies across 96 events - and uncovered a shocking truth. Over 900 "high-level" leads didn't become opportunities. That's a massive amount of wasted potential! 🤯🤯🤯 As senior-level decision-makers, these attendees invested valuable time (1-3 hours per event) to evaluate solutions. Yet, the majority didn't move past the initial engagement stage. Why? 🤔 Our deep-dive analysis revealed three critical factors: 𝗜𝗿𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝗧𝗼𝗽𝗶𝗰𝘀: The discussion topics often failed to resonate with the target audience. Without a clear understanding of their true pain points, the conversations became self-serving pitches rather than value-driven dialogues. 💬 𝗟𝗮𝗰𝗸 𝗼𝗳 𝗤𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻: 70% of MQLs didn't convert to SQLs because sales reps didn't actively listen or dig deeper to uncover the prospect's full context and challenges. Making assumptions based on company details alone is a recipe for disaster. 💣 𝗠𝗶𝘀𝘀𝗲𝗱 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝗶𝗲𝘀: Even for the SQLs that were identified, 21 out of 50 still didn't become opportunities. Why? Reps were underprepared, relying on assumed buyer intent rather than continuing to demonstrate tangible value. 📊 The solution? Preparation. Before events, arm your team with in-depth prospect intelligence - from pain points to infrastructure - so they can have truly consultative conversations. During events, encourage reps to actively listen and ask probing questions to uncover hidden opportunities. 🧠 🛑 Stop leaving money on the table 🛑 Let's chat and I'll share how BuyerForesight can transform your event strategy and empower your sales team to convert more high-quality leads. 💼 #SalesStrategy #B2BLeads #EventMarketing #SalesEnablement
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Vladimir Blagojević posted on LinkedIn that many GTM teams struggle with account blindness. Sales are unaware of marketing touchpoints with the target accounts, what they mean, or how to leverage it. Here's the account intelligence that should be guiding sales and marketing motions, interactions & experiences: 1. Why will these specific people, at this specific company, at this specific time, care? The answers will close the strategic sales and marketing gap. 2. What is your point of view about the prospect’s business? When selling to enterprises, you must come to every social/email/live interaction with a POV about their business. 3. What are the top-down strategic priorities that your teams need to align with? You need to know the top strategic priorities that trickle down to every department across the business. 4. How do you need to change the thoughts and ideas of your key prospects? Unless you create an a-ha moment, there is a good chance your prospect will stay stuck in status quo. Before you can sell change, you need to reframe your prospects’ thoughts and ideas. And, you need to open their mind to new ways. 5. What are the business and market conditions? You need to create the buying vision and show “why” the time to act is now and how your solution will give the prospect the competitive advantage they are looking for. 6. What is the business case for change? Where are the operational, financial, service and customer risks and what is the impact across the organization. GTM teams need to go beyond persona pain points to drive urgency, build consensus and win larger deals. 7. What are the strong-fit use cases? Each sales and marketing interaction should be intentional. You need to understand the unique role you can play in your prospects’ strategic priorities – and the specific use cases you can support. While your competitors discuss generic benefits, you can show the specific impact you can have on your prospects’ organizations. 8. How do you align with the prospect’s value-driven vision for the future? Rather than react to predefined needs which automatically results in lower deal sizes, you can partner with target accounts to map out a solution that will support BOTH current and future needs. 9. What relevant proof of success do you have? You need to uncover the stories that need to be told in content and messaging so you can make an emotional connection with the human buyers. This is only some of the questions that need to be answered with your 360 degree #accountintelligence. The more you know about your enterprise prospect, the more prepared you are to align your solutions with their unique business challenges. As most GTM teams lack account-based insights they fall back on “persona” messaging, generalized pain points, and product messaging. They continue to tell “everyone’s story” against Challenger's advice. Check out the page below for more info: https://lnkd.in/gZBjracf
Account Based Intelligence Services
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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 ⬇️ ⬇️ ⬇️ ⬇️ ⬇️
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Mastering Sales Development: The Foundation for Sustainable Revenue Growth Understanding the pivotal role of Sales Development is essential for thriving businesses. It extends beyond traditional outreach methods, emphasizing the cultivation of meaningful connections to drive revenue growth. Here's why Sales Development is indispensable in today's competitive environment: - Precision in Outreach: Mass emailing is outdated. Personalized outreach, as per InsideSales research, can boost response rates by up to 50%. - Compelling Value Proposition: Crafting a compelling value proposition is imperative. Businesses with a robust value proposition enjoy a 36% higher win rate, as indicated by HubSpot studies. - Fueling Pipeline Growth: Sales Development is the engine behind pipeline expansion, facilitating consistent revenue growth. According to TOPO research, companies with dedicated Sales Development teams witness a 20% surge in pipeline opportunities. - Emphasis on Relationship Building: Establishing trust is key. Surveys indicate that 73% of executives prefer collaborating with sales professionals referred by acquaintances (LinkedIn). Key Insight: Investing in Sales Development isn't merely advisable; it's imperative for sustaining business growth amidst today's dynamic market landscape. Let's connect to explore how we can elevate your sales efforts together! #SalesDevelopment #RevenueGrowth #RelationshipBuilding
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If you are looking to increase your opportunities and leads in the #healthcare market the Highland Marketing team can help. We've been supporting companies for over 20 years so have the evidence of the results that can be achieved. If you want to know more then do get in touch. #SalesOptimisation #ResultsDriven #Engagement #HealthTech #DigitalHealth #MedTech #NHS #SocialCare
💼 Transform your sales process with Highland Marketing. Our sales acceleration service focuses on optimising your strategy, engaging your prospects, and driving results. Ready to take your sales to the next level? Explore our services: https://bit.ly/3KzLxIb #SalesOptimisation #ResultsDriven #DigitalHealth #HealthTech #Medtech #NHS
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Attention Sales Professionals and Executives! Are your discovery meetings with B2B buyers falling flat? Did you know that discovery meetings are trending down 30% by 2024? This critical pipeline metric impacts opportunities enormously. But don't worry, we've got you covered! Introducing our new Sales Training Course: Ramping High-Value Prospect & Customer Discovery Meetings. Our 20 actionable programs leverage cutting-edge sales research and best practices to effectively engage your target B2B buyers. Learn how to sell effectively in this new buyer environment and walk away with proven strategies to engage high-value prospects. Our workshop includes hands-on working sessions to develop company-specific plans, ensuring you can immediately leverage what you've learned. For Massachusetts-based companies, our training program is an official approved training program and eligible for 100% reimbursement by the MA Workforce Training Fund Program. Register today and take the first step in ramping up your sales meetings in Q2-2024! Don't miss out on learning about the best practices in prospect engagement & meetings both a sales and marketing perspective. Message Michael Phelan @gotomarketpros.com to register. #sales #marketing #salestraining #Boston#Massachusetts #trainingprogram#gotomarketpros #salesresearch #bestpractices#buyerengagement HubSpot Venture Café Providence MassChallenge Salesloft SalesvueOutreach Enterprise Ireland Enterprise Sales ForumBabson F.W. Olin Graduate School of Business Babson College Boston Consulting Group (BCG)Boston Irish Business Association Boston Business Journal Salesforce Salesloft #marketing #demandgen #cro #cros #salesenablment#b2bsales #b2bmarketing #enterprisesales #enterprisemarketing
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