Strategy Archives - ProSellus

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Your Sales Acceleration Formula: Pt. 1

ProSellus Debuts “The Sales Acceleration Formula…Part One”

We mentioned last month that we would be debuting a two part blog series on the ultimate sales acceleration formula. Since we are growth engineers of our word, we have the first part of the sales acceleration formula right here, right now.

Are you ready to hack your sales strategies?

Part One: Know Your Audience Like You Know Yourself

This may sound like a fluff phrase, but seriously: it’s one of the biggest parts of the sales acceleration formula. You cannot get to part two and part three without it. Period. So, how do we execute part one? You need contacts.

One of the biggest tenets of sales acceleration is having well-maintained and solid customer relationships. Now, if you are scratching your head at this, let’s recap some of our other blogs on how sales acceleration works.

Cultivate Relationships Based on Need & Demand

You might remember from one of your intro business classes the term “value proposition.” It is how you establish value in your sales pitches to customers. Of course, I’m tweaking the definition just a bit because I’m focused on medical device sales. But you get the idea.

As we have covered before, establishing value for repeat customers requires a deft hand and an open ear. You can’t just go in there throwing around free dinners and boring presentations. People don’t respond to traditional sales pitches like they used to. You have to establish REAL value by establishing a relationship first.

In an effort to increase the success rate of your customer relationship attempts, check out this blog on the type of sales rep NOT to be. People can debate all day long about the kind of sales rep you SHOULD be. But I’ve found that it is much easier to know what tactics and behaviors to avoid instead.

So, What’s the Trick? Where’s the “Easy Button”?

The “trick” to managing customer relationships isn’t really a trick either (by the way). You can build a referral network simply by being actively engaged in the lives and well-being of your customers.

One physician customer is overloaded with patients (or more realistically, doesn’t have enough patients). Do you know someone who can help? Do you know physicians that can either help with the overload or more importantly send patients to your customer? Make a recommendation. Set up a dinner, lunch or happy hour and watch your value increase 10x. You can leverage your contacts to further your success.

Try to avoid getting caught up in just the features and benefits of your products. Physicians can read; they know the features and benefits of all the products. Listen to what they NEED.

That’s what sales is about!

It might take an extra five minutes on a call or a few texts or emails here and there. But investing in your customers and the well-being of their patients means that they will invest in your medical device sales business. True Story.

More to Come….Stay Tuned

This is merely part one in a series of three parts to this sales acceleration formula. Parts two and three will be coming down the pipeline in the coming months. But if you are hungry for more now (which…if you are a sales rep always trying to dominate your market, you are always hungry), email me.

I’m available at Scottwalle@prosellus.com anytime for questions on sales acceleration, sales enablement, and our all-in-one tool for sales reps designed by sales reps.

Business / Sales Acceleration Tools / Strategy - 01/03/2018

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

Sales Acceleration is Your Turnkey Sales & Marketing Strategy…But What Is It?

Turnkey solutions are fantastic for enterprise and small sales businesses. They’re lean, often affordable, and — ideally — extremely effective. ProSellus offers such an all-in-one-tool in the form of a service that combines the capabilities of LinkedIn (hunting) and Salesforce (contact and revenue management). It also utilizes a little known sales strategy that could be the one thing you need to boost your sales numbers and improve your medical device sales business.

Customer Management Meets Inter-connectivity

As a medical device sales rep, if you could do more with leads, you would jump at the opportunity right? As a medical device marketing person what if you could find the hottest opportunities to feed to your reps in a matter of seconds? Sales acceleration offers the unique fusion of customer management with the inter-connectivity of the 21st century. You can house and access client information, manage relationships, find new opportunities in your territory, and more all from the palm of your hand with ProSellus. The trick to sales acceleration: you.

One of the best weapons a sales rep has in their arsenal is their ability to establish value of a product/service based on personal interactions. Establishing a rapport with a client or prospect is just as important as understanding the product/service you are selling. Sales acceleration is a combination of tactics and approaches that utilize your best tool and extrapolate sales skills into actionable intelligence.

One of the best weapons a marketing person has in their arsenal is data intelligence. Having access to valuable healthcare data within an easy-to-acquire solution is a medical device marketing person’s dream. Finally, something that marketing can DO to effectively help sales – find quality leads and fast. No more wide-net fishing.

Don’t Get Bamboozled

Many companies offer sales acceleration tool packages, but at a cost or with confusing and difficult-to-understand interfaces. (Trust me, I’ve been where you guys and girls are. My former companies would provide “great” software platforms that quite frankly my sales counterparts and myself would give up on rather quickly. They were simply un-intuitive and impossible to use.) It’s understandable as the business of sales acceleration has reached more than $12-billion. It’s hard to ignore the numbers — especially when they indicate that you could be doing something better, but you don’t have to spend beau coup bucks to do it. ProSellus offers this turnkey solution right from your mobile device. Imagine it: having all the information you need on-the-go and more organized than any cabinet could ever be.

Optimize or Fall Behind

If you want to learn more about how sales acceleration can improve your sales & marketing business (and I know you do), email me. Scottwalle@prosellus.com. I want to personally help your business grow using my expertise and knowledge of medical sales gained over more than a decade of experience in the industry. So what’s it going to be — are you going to adapt to the modern age or stick with the dinosaurs?

Sales / Sales Acceleration Tools / Strategy - 08/14/2017