We talk a great deal about things like actionable intelligence, big data, and using the best tools available to you, but cutting edge technology has its drawbacks…right? Some advancements can completely revolutionize how an aspect of healthcare is practiced. However, it takes time for any industry to fully integrate even the smallest of innovations. The early adopters are ALWAYS the ones to see the biggest benefits. So, what makes a tool positively disruptive in today’s medical world?

Integration, Mobility, and Accessibility

Those three words right there are pure magic in the medical world in 2017. Just think about it: everything is interconnected. You have Google Drive on your phone. You can send iMessages from your Macbook. You can print anything via WiFi. While some are working on devices straight out of Star Trek, others are hard at work on advancing prosthetics. Of course, for something to be truly innovative, it MUST hit all three of those magic check marks.

Patient monitoring programs and apps have been booming in healthcare currently. These programs allow doctors to collect patient data and patient vitals remotely and ultimately cut healthcare costs while increasing access to care.

– ePharma Summit Blog

Technology is no doubt helping advance medicine, however – what about the healthcare sales industry? How many times have you sat there and said, wow, this would be great if this new tool or widget did “X”, which more than likely isn’t anything a software engineer would’ve thought of when they were making your current “sales acceleration” product.  Right?  How many of these products, which were designed “for you,” were actually created by people “like you”?  Newsflash: none of them.  The overwhelming majority of “sales” tools were created by people who aren’t “salespeople”.   I see a gap… it’s shocking… I know!

So, What’s the Deal With 2017?

That ePharma article we linked above had this to say about non-physical tools: “Medical apps and technologies are helping save hospital costs and make healthcare more accessible.” But that focus lies on consumers and healthcare facilities. If the Star Trek inspired XPrize is geared toward consumers, ProSellus is a similar tool for sales reps. Combining the most pragmatic aspects of integration, mobility, and accessibility, this tool is a heavy lifter.  Utilizing this three-pronged approach to all of your data and client relationships, you can easily organize, monitor, access, and implement information. There’s those three check marks again: integration, mobility, and accessibility. (Oh yeah… and created “for you”, by people “like you.”  We’re salespeople too. Sssssshhhhhh, don’t tell anyone! It’s a big secret! But, what a novel idea: Let’s create a sales tool for salespeople made by, wait, you guessed it, salespeople.  A novel idea if I do say so myself!)

If you aren’t using ProSellus, you’re about 10,000 steps behind your competitors. Take control of all the data at your fingertips and use it to grow your business. Email me at scott@prosellus.com to begin learning about sales acceleration techniques that can exponentially increase efficiency in your business. You don’t get anywhere in the medical sales rep industry by just working hard. Work smarter with ProSellus and, we promise, this technology will be well worth your time – and in fact, take very little of it to help you succeed.

Let me say this – For almost 15 years labored in the “old ways” of healthcare sales. I spent long hours crunching numbers anywhere I could find them, performing my own manual research the best way I knew how and knocked on doors to expand my market. And believe me, IT WORKED, but at one point I thought to myself, “Why isn’t there an easier or faster way to do this? Is this why there are the “1%’ers” in this and every other industry?  Is this the hard work that separates them from the rest of the pack?”

Finally I realized: “It’s the 21st century. Isn’t it time I started using all the tools available to me (and some I didn’t know existed) to enhance my business? If there really is an ‘easy’ button, shouldn’t I go ahead and push it?”  Seriously folks, why work hard when you can work smart… right? In 3 easy steps, I put “big data” to work for me to rapidly boost my revenue’s, visibility, and build my physician network. Many industries have incorporated the critical analysis of data into its business plans. But just how can all these metrics work for an individual or sales company?

Start With The Basics

Before we get too far down the yellow brick road, let’s talk about what “data” actually means. (And let’s face it, if you’re anything like me you’ve heard your company’s marketing team refer to “the data” and what all it “says” and “does”. However, personally, I’ve never had one of these marketing folks actually talk about “the data” in a way that actually made sense to me and in a way I could actually use it to help drive business. So usually, my eyes just glazed over and I watched them talk, no words ever sinking in…  But nevertheless, back to what data actually is…)

Data refers to any collected statistics, metrics, or insights into a particular industry, service, or platform (generally). It can range from how diabetics monitor the glucose levels in their blood to how predictive analytics can help battle a brewing opioid crisis. You might think “data” only refers to how many hits a day your LinkedIn or Facebook page gets, but it is so much more than that. Data can also uncover underlying value within a certain business with regards to performance, patterns and relationships.  Data can potentially make or break your business, but more importantly, understanding your data make or break your business. If you don’t pay attention to the data, you will fall short. Data is everything these days and it’s only going to become more powerful to a business’s competitive arsenal.

Now, let’s start down the road. The first step to improving your bottom line is to analyze your current list of clients. You can do this with just a few easy metrics: quantity, quality, and connections. Performing this analysis allows you to determine how each client is most valuable to you and how to maximize the returns on your investment in them as clients. (We’ve all heard our managers at one time or another refer to the “ROI” of your activities with your customers.  Most of us would roll our eyes and think, “Yeah, yeah, yeah, just watch how much he/she does next month…” However by performing this quick analysis you can see ROI starting to take shape.)  

If one practitioner doesn’t buy the most product from you, but has an extensive network of connections and potential customers, they might be worth the effort after all. In fact, on that last point, if they do have this network of connections – maybe you can tap into it FOR your client. Now here is a thought – take one extra step and deepen the connection for your customer with members of their network and further solidify your own customer relationship.

Do you Really Need 3 Steps?

Secondly, you want to look at the products you represent and how each is performing. Which ones are in demand and which ones are stagnating? Better yet, do the research to find out about innovations in the fields of your best clients. Staying on top of the adaptation of new tools like the app for brain injuries known as “Constant Therapy” is the only way you won’t fall behind.

Thirdly, you want  to communicate all of this in an effective and persuasive manner. That means studying which techniques work best for certain physicians or even clients in certain specialties of the medical industry. Just thinking about cataloging all of that is stressful. I took hours upon hours to gathering intel on, not only my customer’s specialty but also their referring networks’ specialties. Talk about exhausting! But, I was hungry. And while I mention being hungry, I would imagine every person who answers the phone when a recruiter calls and says, “I have an opening you may be interested in” is hungry too. Hungry for YOUR JOB.

I went through all of it: the long hours, the hard work, the nodding off in the middle of typing a sentence. I knew there had to be a better way, which is where ProSellus came from. The first of its kind, ProSellus is a revolutionary app that puts big data to work for you in the palm of your hand. Utilize the latest in sales, sales acceleration, sales enablement and networking strategies to boost your profits and efficiency with the click of a button. Translating numbers into actionable intelligence is easy with ProSellus. Want more info on how to transform your healthcare sales business? Email scottwalle@prosellus.com and be sure to read more of our blogs for constant updates on new tools and technologies.