Scott Walle, Author at ProSellus

5 Reasons Why Salespeople Hate CRMs So Much

Why Do Salespeople Hate CRMs So Much?

CRMs (aka customer relationship management) is an integral part of any salesperson’s job, even though lots of us don’t think of it as a process or “something we do….”. After all, if you don’t maintain a relationship with your clients, you can’t close deals, you can’t build a referral network. Guess what? None of this happens – you are out of a job…

Most CRMs such as Salesforce, Zoho, or Insightly might work for some industries or marketing teams, and they are very effective for the job they are intended to do. But for field-based, always-on-the-go salespeople? It’s a totally different ball game. It isn’t even the same sport.

That’s why there are five reasons why salespeople hate CRMs.

Oh, and take it from me, as a former device salesperson, we had to limit to five. For many of my former colleagues as well as the sales reps I don’t know personally, the list doesn’t stop at five. If we missed your reason, let us know in the comments!

Reason #1: It’s Time-Consuming As All Get Out

Well, I don’t need to tell you how annoying and time consuming it is to fill in up to 98 required fields before moving on to a new task. 95 of those 98 required fields have absolutely nothing to do with the “relationship”.

When you have meetings all day, new products and services to learn inside and out, and any kind of personal life, data entry is not high on the list of priorities.

Data entry isn’t even on the list! Selling is top priority period.

image of George Orwell's Big Brother from 1984 for ProSellus blog 5 Reasons Why Salespeople Hate CRMs So Much

Getty Images/Larry Ellis

Reason #2: The “Big Brother” Effect

If working as a part of a team, CRMs are often used as a resource management system. But, salespeople with managers can often feel the “Big Brother” effect – that they are being unduly spied on or monitored. This can affect morale and performance in detrimental ways that can hinder overall career progress.

But let’s go ahead and totally unpack this. WHY is this a concern? And, let me be transparent, I was definitely one of those people.

I would say to myself, “I’ve worked here “X” number of years; I’ve won every award there is to win. Why on Earth do I need to fill out these 98 required fields?”

If my employer at the time had given me something that allowed me to collect beneficial information or streamlined workflows, I would have used it. I wouldn’t care if someone from corporate was looking at it if, at the end of the day, it helped me do my job better. But….it didn’t.

So, like receipts I don’t need and so many lost pens….to the floorboard of my car you go CRM!

P.S. This issue relates to reason #5 on this list.

Reason #3: I Shouldn’t Have to Share Information I Don’t Need To Share

Whether it’s because the size of the sale doesn’t necessitate the full gamut of info or the sales rep being protective of their leads, CRMs force information sharing. As Yesware contends, some companies even go so far as to claim that, because the sales rep is using software paid for by the company, the contact “belongs” to them.

Not only is that a flawed concept, it strips a sales rep of the “agency being” a sales rep requires.

While collaborative work environments are great for some jobs, sales is all about closing deals and making relationships. If someone on your team has competing goals with you, information becomes your biggest commodity.

After all, having information and knowledge is the same as having power. Right? The person who holds both, holds the cards in a given geography. It’s their leverage, right?

That’s one of the biggest reasons why CRMs fail salespeople: you can’t harness the power of the information in a substantial and practical way.

Reason #4: Forecasting Inaccuracies

This is a huge deal breaker for sales reps. Forecasting is essential to our line of work. Without tools to accurately project sales numbers, we can’t plan ahead. We can’t do our jobs.

But what’s worse — not being able to make sales projections or making INACCURATE sales projections? Arguably, incorrect forecasts are more harmful than a lack of them. Most CRMs use a linear function to predict the “Probability To Close”, as David Brock points out. This is flat out wrong.

The big box CRM wants me, the healthcare salesperson, to attach a percent probability of closing a “deal” as a result of the “step” of the selling process I’m in with the physician?

If I sold capital equipment or one-time deals, this would work, but these physicians do cases every day! This process makes NO SENSE in my line of work…So, tell me again how I am supposed to “forecast” appropriately when the software you give me doesn’t make sense for my industry?

Second or third meetings don’t guarantee a close just like current clients won’t buy everything you pitch them. But, all of these reasons are just symptoms of a greater cause. That’s reason #5.

Reason #5: Square Pegs Can’t Fill Round Holes

CRMs were not designed for field sales reps. Period.

They are rarely user-friendly (more like never user-friendly), requiring demo session after demo session after demo session. You know the drill.

Your eyes get glazed and everyone on the call is falling asleep, saying to themselves, “I have no idea what these people are talking about. This is supposed to help me? Sound more like torture…” It all becomes another “let me just ‘check’ the box and move forward type thing.”

Combined with forecast inaccuracies, this can make any sales reps’ job and life 10,000% more difficult. This tool is supposed to make a sales rep’s job easier. So what’s the solution?

While some would suggest that it is just a matter of perspective, it’s 2017. We don’t have to settle for subpar and dated sales tech that never worked for us in the first place.

No CRMs Needed; ProSellus Growth Engineers Can Streamline Your Business

Don’t dive into confusing and overwhelming CRMs like Salesforce and a whole host of others. Here’s the big “secret”: you don’t need a CRM to maximize your success as a medical device sales rep. Maybe you need something that was actually designed FOR you by people LIKE you.

I say this with love: it is time to step away from the spreadsheet and come into the digital age.

Noted sales guru Geoffrey James said this in 2008: “If CRMs actually made it easier to sell, sales pros would be clamoring for it.” ProSellus is exactly the tool healthcare sales reps need to ditch the CRM forever. Not only does it combine the data management aspect of CRMs, it can track your territory, help you keep in touch with current clients, connect with new prospects.find the physicians you need to be talking to — the works. It’s a healthcare data “brain” with CRM features.

Interested in learning more? Email me at Scottwalle@ProSellus.com. Say goodbye to CRM and spreadsheets and hello to your all-in-one sales enablement tool. And lastly, for entertainment purposes, feel free to reply with your, “Top 5 Reasons for Hating CRM’s”. I’d love to hear them!

CRMs / ProSellus / Sales - 12/05/2017

Medical physician doctor woman over blue clinic background.

How Does Thought Leadership Work in Medical Device Sales?

What Makes A Thought Leader in the Medical Device Sales Industry?

Becoming a thought leader — regardless of industry — can be a tricky path to walk. You can’t just say what works for your brand and your business or practice. You have to consider the grander industry at-large, too.

Specifically in medical device sales, there are a few ways in which you can incorporate thought leadership into your current processes and shift your focus from micro to macro.

Start With Your Motivations

Photo Credit: https://www.ted.com/topics/motivation

We all want to be the best medical sales rep out there. Putting up strong numbers. Closing the most deals (aka ALL of them). Building the most robust relationships over a large territory. But becoming a thought leader requires a complete shift in focus and motivation.

Instead of considering the best ways to increase YOUR numbers, you have to think about how all sales reps can improve. Similarly, if you want to establish your voice as a “North Star” of medical device sales, you have to remove a bit of yourself from the message you want to convey.

But not too much; Steve Jobs didn’t become Steve Jobs by watering down his ambition and vision. Of course, people don’t respond too well to unfiltered and unfettered greed. That’s where item number two on the list comes into play.

Think About the “Ripple Effect”

Every action has an equal and opposite reaction. That’s one of the laws of physics, but it also applies to thought leadership strategies. If you interact with a fellow sales rep in a negative way, they might carry that energy into their next sales meeting. It could cost them a client.

This might not affect you, but if you are looking to become a leading voice in medical device sales, you NEED to care about how your actions affect others. Ultimately, your attitude and tone mean just as much as the words you use or the overall message you impart to other people in the industry.

How to Get People On Board

The biggest challenges for someone transitioning into thought leadership in medical device sales are visibility and engagement. Though normal brands struggle with getting enough shares on LinkedIn, thought leaders need even bigger ROIs to make the kinds of impact necessary.

When we here at ProSellus started seriously positioning ourselves as thought leaders, we didn’t want to half-ass it. We pushed ourselves with a robust content schedule, researching topics and articles, interviewing our own customers and talking to other sales reps in the industry. We knew it would take time to build up clout, but we can now say that we are — definitively — one of the top healthcare startups with a distinct voice and message.

I always close every blog telling people that they can email me, Scottwalle@prosellus.com, at any time with their questions. I mean that. One of the most important factors in the ProSellus journey to thought leadership has been our connection with medical device sales reps and professionals. We live and breathe the message of our brand and the services we offer, too.

Thought Leadership isn’t quite the opposite of business success; it just takes into account the “human” factor that we so often forget in our numbers-driven industry.

Thought Leadership - 11/29/2017

The Top 5 Tools for Medical Device Salespeople

No sales rep – medical device or otherwise – can live without their gadgets and tools. From your Android or Apple smartphone to the LinkedIn app, we all have things we use on a daily basis for our life and for work. Of course some of you may still be working using spreadsheets or worse: pen and paper. It’s time to step up your game with these top 5 tools for medical device sales reps.

1. Expense Tracking Tools

Tracking your expenses is a time honored sales rep tradition that, if you let it, can get out of hand very quickly. Instead of stockpiling receipts or tracking it all in your head, consider apps like Expensify.

These not only allow for digital receipt storage, they let you keep track of all of your business expenditures or otherwise. Expensify is free, but it’s pretty bare bones unless you splurge for the $5 or $9/month versions. Zoho Expense also offers a free option that supports multi-currency and features the added safety net of two-factor authentication.

For sales reps working for a small company or large corporation, you might consider Abacus or Freshbooks. But….that’ll cost you anywhere from $9 to $50/month per user for their host of features.

Credit: https://www.iphonetricks.org/iphone-voice-dictation-commands-and-punctuation/

2. Voice Dictation Software

We’ve talked a great deal about the importance of maintaining and cultivating relationships with your clients. Communication is just as big a part of your job as knowing your product and selling techniques. That’s where voice dictation software comes in.

While you can use Apple, Windows, or Google dictation software, they can be limiting or frustrating in the long-term. For a simpler solution, consider Dragon Anywhere from Nuance. This isn’t your average dictation software and it can translate for as long as you can speak.

Not only will you be more hands-free, you will more accurately be able to communicate anywhere at any time.

3. Social Media – Of course!

It’s a fact that sales reps who use social media outperform those who don’t, so why wouldn’t you leverage these treasure troves of connections and information to gain momentum in your territory? LinkedIn is now the gold standard for connecting with prospects, peers and potential customers. Twitter is the way to put your company (or your brand’s) voice out there quickly and seamlessly, with little effort – but you have to be proactive and consistent in order to benefit. Get up to speed on these platforms and you’ll not only make your sales outreach more effective, you’ll be a champ in your organization.

4.Web Conferencing Tools

Giving presentations, product tours and tutorials remotely has gotten much easier over the years. GoToMeeting continues to rule here but upstarts like Join.Me have grabbed some attention.

Google Hangouts is sure to become a sales tool as it enables group video conferencing and robust online conversations that include photo and document sharing.

Assemble a panel of thought leaders and stream the discussion for the world to see or conduct sales presentations one on one and share content right in the stream of the conversation.

5. The ONE tool EVERY Medical Device Sales Rep Needs is…..

The 5th and final tool that all medical device sales reps need is ProSellus. It’s not some dry, mechanical thing designed by people who have never lived the life of a sales rep before. It’s designed by people like me, Scott Walle, and others with more than 50 years of combined sales experience. You want this tool, I promise.

All of us wanted a way to better and more easily monitor and expand our territory, maintain and cultivate relationships, and use the latest sales techniques. Data management and manipulation, sales acceleration, and relationship management are integral parts of the sales process in the 21st century.

Are you getting left behind? Email me at scottwalle@prosellus.com and let’s catch you up.

Sales / Strategy - 11/14/2017

8 Tips to Market Your Sales Business Better

If you’re a medical device sales rep who’s been around the block a time or two, you are always looking for ways to better yourself and your business. Even sales reps who are part of a big company can find small ways to tweak performance for the better.

Start with the basics:

1. Identify, Clarify, & Segment

No one likes a muddled sales pitch. If you can’t communicate your product or services to others, there’s very little chance of you closing any deal. A quick and easy way to streamline your sales process is to cut the fat with three simple steps:

Identify your objective and overall message
Clarify your message and objective
Compartmentalize the message for easy digestion and understanding

These simple steps help to trim any excess fat (words) from your pitch to reduce time wasted. They also facilitate better and more comprehensive understanding on behalf of the client. Time is money, after all, isn’t it?

2. Sell the Benefit Instead of the Comparison

One of the biggest faux pas any sales rep can make is also one of the most common. Newbies to the game will often focus on comparing an old product or service to their new product or service. Now, this can be useful, but it’s an amateurish move.

Instead, focus on the benefits of the new product or service. Forget about the old one; the only one that matters is what you’re selling. Full stop.

3. Content is King

You’ve probably heard this phrase before and thought nothing of it. But if you’re an individual operating your own personal sales business, creating SEO blog content is a fantastic way to boost your ranking and increase visibility.

It doesn’t need to be super in-depth or crazy specific articles. It can be something as simple as explaining a case study or listing your personal tips for closing a deal. Research other thought leaders in your industry. Do what they do. It’s worked for ProSellus and it can work for you.

4. Sell to Customer Needs

This one seems like a no-brainer, but we all need to be reminded of it sometimes. Regardless of the product or service you’re representing, you have to keep client needs in mind.

You can’t sell a new heartbeat monitor to a Podiatrist. But take this one step further: anticipate the needs of your potential or current clients. How could this client best utilize a new product you’ve got? What could it do for their quality of life, their profits, their patients?

Addressing all of these questions will not only make you a better salesperson, but it will help immensely with number 8 on this list.

5. Fail Quickly, But Not Often

Failure is not the end of the world. It’s a necessary tool in order to grow and learn to do better. That said, you can also plan for failure in order to mitigate fallout and decrease recovery time needed.

In terms of marketing, this philosophy goes double. You can’t afford to waste hundreds or thousands of dollars on frivolous marketing ventures that produce zero results. Start with small tests, targeted ads, and specific PPC campaigns. Run them for 2 – 3 months, then measure the results. Do your own A/B split testing using your blog content (since it’s king and all).

Failure is a good thing in small doses. Remember that.

6. Share the Spotlight

Nobody likes a know-it-all, but everyone loves to network. In doing so, you can make connections with manufacturers or other sales reps with more presence than yours. Then, all you have to do is share the spotlight.

Go a guest blog post on their website or vice versa. Go in on a joint project together and collaborate. These connections should NOT go un-leveraged. You can benefit from each other’s audiences and grow together and respectively.

7. Have a Mobile Presence

Everyone practically eats and sleeps with their phones now. Admit it — you do, too. It’s important to maintain some non-digital marketing channels, but your biggest audiences are in the palm of your hand.

Leverage your LinkedIn contacts by posting regular articles or blogs and interacting with other people’s posts. Update your Facebook page. Learn to love and how to smartly use hashtags. Even text messages are a huge tool for marketing. Think about it: 95% of Americans have cell phones. And 98% of their text messages get opened.

That’s a pretty good ROI wouldn’t you say?

8. Build Relationships & Develop a Referral Network

Having a gregarious nature and making friends easily should come natural for all sales reps. You need to develop relationships in order to close deals. The trick to growth is maintaining and further cultivating those relationships. But again: this network should NOT go un-leveraged.

Ask for client referrals or recommendations. Build a network of potential clients based on your current list.

If any of this seems like a foreign concept to you, email me at scottwalle@prosellus.com and let’s enlighten each other. Share the spotlight, remember?

Blog Classic / Sales - 11/07/2017

Dear Physicians, We Can Do Better

Are You Letting Down Your Clients or Costing Yourself Business?

As sales reps, we have to be 10,000% confident, but that can sometimes work against our favor. When we focus so much on being the top seller, we lose focus of our own clients — the people we are supposed to serve. In doing that, we might be eating away at our own customer relationships.

This means that we could cost ourselves business. Or maybe….we already are. But the best way to avoid this is to know what kind of sales rep NOT to be.

Don’t Be Just a Pretty Face

Sales reps often take pride in how we present ourselves: sharp clothes, a great smile — you know the life. While it’s great to stay in shape and take care of yourself, this isn’t enough for your clients.

Healthy teeth don’t explain what the benefits of this new device are to the small practice of a local physician. And designer clothes certainly can’t establish a value proposition for switching from one product to another. You have to know your products AND look the part. Sorry, not sorry; that’s the gig you signed up for when you became a sales rep.

Read the Room

Sometimes, a physician just isn’t interested in what you’re selling. It’s a sad truth (and one that shouldn’t occur often), but it happens, and it always happens more than any of us would like. Many of them will be nice and let you do your whole pitch, just to reject you at the end. That wastes your time AND theirs.

Save both of you the trouble and perform an expert cost/benefit analysis before you commit to pitching something to a new or current client.

Don’t Be a One-Trick Pony

Nobody likes a magician with only one trick. Similarly, while doctors and physicians might like a free lunch or dinner, they generally don’t have the time…oh and did I mention that they are getting entertainment offers from 15 other reps that week as well. Think of it from their perspective: why are they taking time out of their day to listen to your talk if they are only going to walk away with a full belly?

Don’t get me wrong, they take up those offers quite a bit – but is it establishing true connection and loyalty to your business? Did you really show them something over that dinner that changed the way they saw your company or product? In fact, what differentiated you from those other 15 reps?

Free food and drinks doesn’t establish value; it’s only a severely overused tactic to get a foot in the door with a potential client. Establishing true value for a new or potential client requires knowledge, meaningful connection (not just a meal convo), and actionable data. That’s where ProSellus comes in.

Ditch the “I Just Happened to Stop By” Bit

You want to establish a rapport with your clients because it increases the chance of closing a deal, right? Duh. But what you want to avoid is becoming too “buddy buddy”. You are there for business, after all. Trust me, the buddy thing will fizzle once that next rep comes in with that meaningful data and actually shares something that impacts the physician’s’ business.

Beyond that, you really need to avoid things like the “casual” visit. You know the sales rep I’m talking about. “I was just in the neighborhood and…” “I happened to find something just for you….” Any number of phrases to establish context for this random visit to a physician. It can come off as a selfish act that devalues the time of the physician.

Do NOT be that rep.

Got any other medical device sales rep types to avoid? Send them to me Scottwalle@prosellus.com and we will expand our list just for you.

Sales / Thought Leadership - 10/31/2017

Is There a Sales Acceleration Formula?

Is There REALLY a Holy Grail for Sales Techniques?

As early as 2014, sales acceleration generated buzz in the sales world. Many people thought it was yet another scam and fly-by-night concept. But others saw the potential in the fledgling sales strategy.

We have discussed sales acceleration here at ProSellus a few times. It’s a must-have all-in-one technique for any and every sales rep. But it requires the right tools and attitude (doesn’t everything?). It could be your “Holy Grail”, but only if you know which cup to look for — just like Indiana Jones.

One Size Fits Most….Right?

Mark Roberge penned the book “The Sales Acceleration Formula”. Fun fact: he also got his very own Google Talk thanks to this little book.

Roberge details how to go from $0 dollars to $100-million USD by using sales acceleration, data interpretation, and technology leverage. The former Hubspot Chief Revenue Officer elaborated on a few key facets of sales acceleration including the following:

Value of role-playing
Buyer experience
Effectiveness of competitive contests
New-hire onboarding

Along with a few other concepts, these lessons from Roberge’s philosophy translated very well into corporate and large company settings. And, truly, the profits of sales acceleration technology and software are in the billions now.

But does Hubspot’s Holy Grail work for your individual or small medical device sales business? Would it work better if there was a holy grail built specifically for your industry?

No Code Necessary: How to Hack Sales

A “One Size Fits All” approach is the antithesis of sales acceleration. What are some of the keys to developing value for customers? Connection, relatability, accessibility, and usability. So those facets of sales acceleration that work for Hubspot won’t necessarily work for your everyday medical device sales representative.

How do you translate these lucrative sales techniques into something tangible that works for YOU? Simple: you hack it with sales acceleration that works for your business specifically.

If you want faster sales cycles, bigger deals, increased revenue, and higher close rates, you need sales acceleration. But you can’t spend hundreds of thousands of dollars on software and data interpretation tools in order to do that.

That’s where ProSellus comes in. Our all-in-one data management and sales acceleration tool works right from your tablet or desktop when you need it. Connect with physicians, build networks based on specific healthcare data (aka knowledge!), manage your territory, explore new information and review old information; the works.

While we’ll be revealing more of the sales acceleration formula in November, you can always email me Scottwalle@Prosellus.com with any questions. I can teach you how to hack without a computer.

ProSellus / Sales Acceleration Tools - 10/24/2017

5 Benefits of the “Agile Marketing” Approach for Sales Reps

What is this “agile marketing” thing?

If you’re a marketing professional who is part of a team, you’ve no doubt heard of the phrase “agile marketing” – however if you are in sales, you probably have not. So, what exactly is this buzzword? At its core, agile marketing is a tactical marketing approach in which teams identify and focus their collective efforts on high value projects, complete those projects cooperatively, measure their impact, and then continuously and incrementally improve the results over time. This buzzword took root in the tech startups of Silicon Valley and has gripped almost every industry with its jargon, efficiency, and sticky notes.

Confused? Keep reading.

Photo credit: https://thecyphersagency.com/blog/2016/05/02/learn-to-benefit-from-agile-marketing/

Benefits 1 & 2: Optimization & Improved Targeting

Two of the biggest tenets of the agile marketing philosophy are responding to change and valuing “testing and data” over “opinion and conventions.” That one word “DATA” – is where this approach should make sense to a sales rep. Why? Both marketing and sales have one goal: increased revenue. Revenues are optimized when data is used to make smarter decisions, either with marketing tactics or with sales strategies. Just like a marketer would leverage data to optimize their work, a sales rep would benefit greatly if they were to take their own data and actually USE it to their advantage. When I was in medtech sales, I did this manually – it was long and arduous but it helped shine the light on where my focus should be and always kept me on top of my game.

Pro tip for the sales rep: get your data, form your strategy, test out the strategy, evaluate, pivot, rinse and repeat.

Benefits 3 & 4: Performance & Scaling

Consider a company trying to push a medical device to market. It’s a tough process involving the FDA, premarket requirements, classification…the list goes on. In order to tackle something like this, medtech companies can adopt agile marketing for improved performance and scalability. In addition, a medtech sales rep can adopt the practice of utilizing the data to further hone in on the hottest opportunities for growth and market penetration/retention.

Benefit 5: Efficiency

So let’s recap: agile marketing offers optimization, improved targeting, scalability, and increased performance. The final benefit to agile marketing over old school approaches: efficiency. There are only so many hours in the day, so improvements (even milliseconds) add up. As a result of this, it is in your best interest — as a medtech sales rep (or any sales rep) — to understand this new marketing style and leverage pieces of it to improve your own strategy. You don’t want to fall behind do you?

If you already feel like you are, email me Scottwalle@prosellus.com. Let’s catch you up.

Sales - 10/17/2017

Handshake-business-deal-agreement-working-together-sales-rep-challenger-large

Relationship Management Basics for Sales Reps

As a sales rep, you know that your reputation revolves around your relationships with your clients, your industry contacts, your peers, and pretty much everyone you meet….ever. As a result, relationship management is one of the five keys to success as a medical device sales rep. So what are the basics?

ProSellus is on the case.

Keeping Up With the Ka-Social Platforms

No Kardashians this time around, but there’s plenty of Facebook, LinkedIn, and other social media platforms. While some contacts are best left in your phonebook on your smart phone or in your Gmail account, others belong on the web, too.

You can work wonders on LinkedIn regarding networking and territory scouting/expansion. You can test out different pitch techniques with Facebook ads. Some of your clients might even be into Snapchat.

Use at your own risk kids.

Temperature Checks & Small Gestures

We’ve previously covered how establishing relationships can establish value. We even put together a handy list of the top 4 ways to establish value for clients. All of these revolve around relationship management.

Learning to pick up on nonverbal communication or incorporating small gestures into your routine with clients can instantly perk up any lackluster contact. Does one doctor really love Star Wars? Make a reference at your next meeting. See if you can parlay that into a discussion about that new medical device you just learned about. Even doctors are starting to do it with trust and transparency, changing ROI into IOR: “impact of relationships”.

Checking the temperature of your relationships seems like a pain, but it’s like tending a garden or doing the dishes. In order to set yourself up for success (i.e. a good harvest or a clean sink), you have to put in the work.

Some of you might have noticed that I said this is just one of five keys to success. Want to know more? Email me Scottwalle@prosellus.com.

Otherwise you’ll have to wait until we publish the second key next month.

Thought Leadership - 10/10/2017

6 Medtech Blogs ALL Sales Reps Should Read

As a seasoned medical device sales rep, you know your general routine. You KNOW that if you don’t keep up every single day, you’ll fall behind even your farthest competitor. You also know, as a badass sales rep, that you always need to be looking for better, faster, more efficient ways to do things. ProSellus shares this philosophy, so we thought we’d save you some time.

Here are the top 6 blogs for medical device sales reps:

Hardware, Medtech, & Gadgets — Oh My!

One of the biggest aspects of being a sales rep is knowing your product. You also need to scout all of the latest advancements in medical technology to find potential new avenues for yourself and your customers. Then, you can leverage these advancements to produce profits and grow your business. But that’s another blog (coming soon…) For now, let’s focus on Medgadget. It’s a key source for all things medtech such as this new device that increases the number of minimally invasive surgery offerings.

Medcity News also offers fantastic coverage of all the latest news in the medical device world. Don’t forget Fierce MedTech with honorable mention to Fierce Pharma (for the pharma folks out there…) either. These discuss bigger implications of innovations and events from data encryption to finances.

Pro-Tip: if you haven’t set up Reader or RSS feed to manage your interests and article sources – do it.

Familiar Faces & Total Newbies

Mass Device shouldn’t be an unfamiliar site for any sales rep who’s been around the block a time or two. If it’s new to you — don’t worry. The world of sales might be a safe space, but the ProSellus blog is designed for pros and newbies alike. Speaking of intersectionality, Informa PLC’s Knect365 is another unique blog site for sales reps. It focuses on a plethora of subjects including the intersection of tech and all things medical (even mental health).

MD+DI from QMed continues this trend with articles like How Artificial Intelligence Could Save Healthcare. They also raise global questions of technological advancement and economic implications. Remember the terms “micro” and “macro” all the way back from high school economics class? Boy do those terms matter even more when you’re an adult.

See a blog you love that’s missing? Leave it in a comment below. Don’t forget to visit our LinkedIn page for more info and thought leadership articles. Another pro-tip: you can always email Scottwalle@prosellus.com if you want to talk shop about medical device sales.

Happy hunting sales reps!

Sales - 10/03/2017

How Can ProSellus Revolutionize your Healthcare Business?

If you are in healthcare sales, you might want to learn about ProSellus. If you aren’t familiar with the services that the ProSellus CRM offers, we can fix that right now. Spoiler alert: we talk the talk AND walk the walk, especially when it comes to healthcare sales and marketing.

Healthcare Data & Territory Management

Data and territory management are crucial for a healthcare rep. If you start losing track of your territory, you might as well pack it up and choose a new career. It’s a rep-eat-rep (or dog-eat-dog, whichever you prefer) world out there, so you have to think 12 steps ahead of everyone else. Luckily for you, the ProSellus CRM can help you do just that. Think of our tool as LinkedIn meets Salesforce with the ease of use of your favorite smartphone app – it hunts leads, makes connections and tracks sales activity & performance all in one mobile device – and is simple simple simple to use.. Whether you’re a lone wolf or part of a sales team, a streamlined data and territory management tool – that isn’t clunky and complicated – for sales reps is a bit of a unicorn.

Relationship Building, Management, & Leverage

Your physician customers are your gateways to success or your path to ruin. Establishing value of your product matters, but so does establishing a connection. In our previous blogs, we’ve talked about how to create a win/win environment for yourself and your physician. If there is a higher chance of the cost/benefit analysis weighing in the physician’s favor, you’re more likely to close the deal. On the flip side, you also have a higher chance of success if you’ve established a relationship with the physician by creating/providing value.

On top of that, you can leverage that physician’s professional network using an advanced sales technique known as sales acceleration. If you’re drawing blanks when we mention the term “sales acceleration”, you should do some reading on our blog. You might just learn a thing or two! We are giving away many secrets that will make any healthcare sales organization bust through the competitive ceiling. Let’s put it this way: if you had healthcare data built inside your CRM that delivered key intelligence for you to accelerate deals – would you use it?

Portability, Versatility, & Organization

In today’s exceedingly busy world, you have to do ten things at once, on one leg, while dribbling a basketball. Being able to tackle things on-the-go is paramount for a healthcare sales rep. Not only that, you have to be able to stay organized easily. If it takes you hours and hours to sift through information or data, that’s not very useful, is it? Time is money, reputation, and a precious few hours of sleep. But if you stay hungry, ProSellus can do more than put food on your metaphorical table; it will help you make a feast in no time.

Curious for more? Email me, Scottwalle@prosellus.com, and let’s talk all things healthcare sales. I can’t wait to see how ProSellus can transform your business. Pro-tip: individuals in healthcare sales, small healthcare businesses, or enterprise level healthcare companies can apply. We pride ourselves on accessibility (another important factor in establishing value and relationships).

Before you move onto your next big deal, do me a favor and ask yourself one thing: what are my goals for 2018? What about 2020? Think BIG. ProSellus is too!!!

ProSellus - 09/26/2017