Definitive Healthcare’s Post

𝐒𝐭𝐫𝐮𝐠𝐠𝐥𝐢𝐧𝐠 𝐭𝐨 𝐩𝐫𝐢𝐨𝐫𝐢𝐭𝐢𝐳𝐞 𝐲𝐨𝐮𝐫 𝐬𝐚𝐥𝐞𝐬 𝐚𝐜𝐜𝐨𝐮𝐧𝐭𝐬? An account-based approach could be the game-changer you need. Start by analyzing your star customers, like those in the biotech sector. Dive into their profiles—sales team size, funding, tech stack, and how they use your products. This insight doesn’t just help you narrow down your target list; it sharpens your messaging. Understand what resonates with them, and tailor your approach. It’s about quality, not just quantity. Tyler Pleiss, Sr. Marketing Manager, ABM at Clari #sales #medicaldevicesales #digitalmarketing #medtehc #digitalhealth #medicaldevice #medicaldevices

Serving a large med device / med diagnostic customer base, routinely shows us that downstream visibility is the missing element most needed for success in the field. Highly sophisticated companies that make hugely important impacts in the world of medicine that improve or save lives continually miss the mark by putting the emphasis on data - - - for leadership. Case in point - this particular new Customer has had Salesforce for years and they've not been able to provide a simple, clear picture for their reps to strategically attack their territories. Making it easy for Territory Managers to spend time with the top decile accounts (highest value accounts) should be the top priority for all sales leaders within the med device / diagnostic space. Strategically segment accounts by deciles, # of providers / size of practice, specialties, etc - - - and segment them visually for your reps. The easier you make that, the more efficient your TMs will become. #outsidesales #fieldsales

Struggling to prioritize your sales accounts? An account-based approach could be the game-changer you need. Start by analyzing your star customers, like those in the biotech sector. Dive into their profiles—sales team size, funding, tech stack, and how they use your products. This sharpens your messaging. Helps you Understand what resonates with them, and tailor your approach. It’s about quality, not just quantity. Tyler Pleiss, Sr. Marketing Manager, ABM at Clari #sales #medicaldevicesales #digitalmarketing #medicalsales #marketing #medtech #medicaldevices

𝐀𝐫𝐞 𝐲𝐨𝐮 𝐚 𝐌𝐞𝐝𝐓𝐞𝐜𝐡 𝐦𝐚𝐫𝐤𝐞𝐭𝐞𝐫 𝐨𝐫 𝐬𝐚𝐥𝐞𝐬 𝐥𝐞𝐚𝐝𝐞𝐫? Join our weekly Zoom call, "MedTech Growth Levers," to learn about MedTech marketing topics like attribution and discuss with peers. Register now to stay updated on the latest trends. #MedTech #MarketingTips #SalesStrategies #GrowthMindset #HealthcareInnovation #MarketingTrends

In sales, they say success hinges on territory, timing, and talent. All else equal, the right territory can make (or break) a rep’s success. While intuitively understood, creating a strategic plan can be challenging in #MedTech. Many leaders rely on simple geography, neglecting factors like deal value and buying signals. The result? Territories with wildly uneven opportunity. Sales reps then waste time pouring energy into low-potential leads or digging through accounts to find the diamonds in the rough.  This blog explores how smart territory planning—built on the right data—can help you get the most out of market opportunities and drive higher device sales. Read it here: https://bit.ly/3LixZRu #MedTechSales #sales #TerritoryPlan #MedicalDevices 

How can you help your entire sales team have consultative conversations with customers like your top reps? The challenge of breaking down data silos that hinder conversations with the supply chain is common. Exciting news from Clarivate Medtech Intelligence unveiling a new Strategic Partner, Relatable Healthcare. By leveraging their technology, our Tracking insights, and your SKU-level competitive intel, this partnership aims to drive more RFP wins and competitive conversion revenue. Learn more about why your medtech reps may struggle with consultative conversations with the supply chain and what Relatable is doing about it here: [Link to the full blog post](https://lnkd.in/gZCXfsnZ)

In community-based healthcare sales, success transcends the scale of institutions targeted. It's about pinpointing and engaging with prospects that resonate with your distinct offerings and expertise. Often, the most rewarding opportunities emerge from unexpected avenues, necessitating a strategic pivot rather than fixating on prominent entities. By reshaping our sales strategy, we unearth niche markets and cultivate meaningful connections fostering enduring growth. Let's prioritize strategic alignment and value proposition over sheer magnitude, ensuring each endeavor is purposeful and yields substantial outcomes. Explore further with CHAP Growth Solutions: https://hubs.ly/Q02xZhjR0

In medtech sales, the future is hybrid, blending digital precision with human touch. McKinsey & Company highlights the transformative shift towards hybrid sales models in the medtech industry, a blend of digital engagement and traditional field sales. This evolution addresses the changing dynamics of healthcare procurement and physician engagement, offering a more personalized and efficient customer experience. Read on. #MedTechSalesModel #MedTechDigitalSales #MedTechPhysicianDirectSales

Friday musing - I interact with a lot of #MedTech sales professionals, from VPs to territory reps, who are highly motivated individuals and constantly on the road engaging with customers to attain that success. Running your book of business like an entrepreneur is the hallmark of a high achiever in medtech sales. And yet... company culture is just as important to sales professionals as anyone else in the organization, or even more so. They want to work for an organization that supports them, that sets ambitious but achievable goals, and is mission driven. The best people have career options, and culture matters. At S2N Health, our mission is really about catalyzing organizational, and ultimately cultural, transformation across MedTech commercial teams, aligning everyone from Marketing to Sales to Sales Ops on a common set of data-driven goals, and empowering sales teams with the powerful insights they need to be successful. To do this, you have to be a true partner to your customers, you need to understand their very specific challenges, and you need to stay in the game with them from strategy to execution. That is S2N. If this Friday musing rings true to you, I encourage you to check out my discussion with former Medtronic commercial leader David Roberts about the future of medtech sales, and I welcome your thoughts on the topic!