Episode 49 – Prospecting in the MedTech New Normal

Medical Device Success

Reading time: 2 – 2 minutes “What advice do you have related to prospecting for new customers in this new normal?” You can’t start the sales process unless you have a prospect! So, I decided to make the answer a slide presentation, podcast and videocast. This episode is purely about prospecting. The post Episode 49 – Prospecting in the MedTech New Normal appeared first on Medical Device Success - Ideas You Can Put To Work Today!

Prospect On the Go with Lead Finder in Map My Customers

Map My Customers

While you are out in the field, there’s also the possibility that you are “driving past revenue” This happens when you are just hopping from one customer to the next without doing any sales prospecting in between. Maximizes the effectiveness of your prospecting efforts.

Targeting $500M opportunity, Amneal files for FDA approval of extended-release Parkinson's prospect

Fierce Pharma

Targeting $500M opportunity, Amneal files for FDA approval of extended-release Parkinson's prospect. ntaylor. Fri, 09/02/2022 - 06:55

8 Tips for Salespeople When Email Prospecting

CloserIQ

That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)? Maintaining a steady flow of prospects into your sales funnel is necessary, but it’s also time-consuming and often frustrating. The more prospects you produce, the better able you are to hit quota and reach revenue goals. Prospecting used to be a numbers and phone game.

Accelerate Your Sales Pipeline with Strategic Prospecting

CloserIQ

Whether you’re new to sales or an experienced sales leader, prospecting is integral to your current success and your future career growth trajectory. A prospecting plan that’s strategic and worked consistently improves the quality and quantity of leads in your pipeline. Too frequently, sellers make the mistake of only seeking net-new prospects and not realizing the wealth of opportunities available to grow existing, loyal clients. Prioritize Key Prospects and Clients.

10 Sales Prospecting Techniques That Work like a Charm Today

CloserIQ

Prospecting is a vital aspect of sales success. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting. Let’s get you started with our top sales prospecting and cold calling tips. There’s no reason to go into a call without intel, when there are so many prospecting tools at your disposal. Y ou need to fully engage your prospects using a sales pitch that helps you create a human connection.

Navigating Current and Prospective Vaccine Technologies

Pharmacy Times

Evolutionary vaccine technologies driven by the COVID-19 pandemic are explored in a discussion led by Dr Cohen.

Episode 57 – MedScout – Helping Your Sales Team Prospect and Sell, A Revenue Intelligence Platform

Medical Device Success

If you are asking your sales team to do this, I guarantee they are missing important prospects and wasting valuable time. If you are asking your sales team to do this, I guarantee they are missing important prospects and wasting valuable time. Reading time: 2 – 4 minutes.

Gilead trumpets win for the chronic hepatitis delta prospect it acquired in $1B-plus buyout

Fierce Pharma

Gilead trumpets win for the chronic hepatitis delta prospect it acquired in $1B-plus buyout. fkansteiner. Thu, 06/23/2022 - 11:41

After buying in candidate, Mannkind wraps up phase 1 trial of inhaled lung infection prospect

Fierce Pharma

After buying in candidate, Mannkind wraps up phase 1 trial of inhaled lung infection prospect. ntaylor. Tue, 09/06/2022 - 09:15

GSK's daprodustat will have to face FDA expert panel first as oral CKD anemia prospect targets nod that stumped AstraZeneca, Otuska rivals

Fierce Pharma

GSK's daprodustat will have to face FDA expert panel first as oral CKD anemia prospect targets nod that stumped AstraZeneca, Otuska rivals. fkansteiner. Tue, 09/06/2022 - 16:05

Survival data firms up Trodelvy prospects in new breast cancer use

Pharma Phorum

The post Survival data firms up Trodelvy prospects in new breast cancer use appeared first on.

The 6 Best Sales Funnel Software Tools to Categorize Your Prospects and Customers

Map My Customers

Make the Most of Your Business with Sales Funnel Software Tools Understanding your prospects’ buying behaviors and the stages they need to go through to become a customer are an essential part of modeling and managing the sales funnel and sales pipeline process.

CRM 52

Phase 3 lung cancer fail dents prospects of Ipsen, Servier’s Onivyde

Pharma Phorum

Immunotherapies and combination therapies have dramatically improved the prospects for newly-diagnosed SCLC patients, but despite these advances, many rapidly relapse due to the aggressive nature of the disease.

Tips to Optimize Limited Time with Your Prospect

CloserIQ

Reach your prospects the first time: Announcing improvements to Contact Search

Zymewire

Laser-focused outreach outperforms generic messages and mass emails. That’s the guiding principle behind our update to Contact Search, released today. Zymewire News

10 Ways You Can Make LinkedIn a More Powerful Sales Prospecting Tool

Integrity Solutions

” For it to be an effective sales prospecting and customer engagement tool you have to actively and regularly be visible, add value , and engage with people. Good sales prospecting stimulates others’ thinking. Make Sales Prospecting A Habit.

Help Your Reps Develop Prospecting Plans with These 8 Tips

The Brooks Group

Your sales team’s success depends on effective prospecting, and effective prospecting depends on effective prospect planning. Help your salespeople fill their pipelines with qualified prospects that lead to more sales, using these 8 steps. Prospecting Skills

Tips to Optimize Limited Time with Your Prospect

CloserIQ

Whether you ask for it or not, there’s only so much time that a prospect can spare out of their extremely busy schedule to entertain sales professionals. You should optimize every single minute that you’re in contact with a prospect. Before delving into your big questions, establish a rapport with the prospect. That can irritate prospects and eat away at your precious time. If the prospect wanted to talk about the weather, they’d consult a meteorologist. .

The Best Mobile Sales Enablement Apps 2022

Map My Customers

Armed with these apps, reps will be prepared to connect with the right prospects and customers at just the right time, even while they’re out in the field. Prospecting Tools like LinkedIn Sales Navigator can produce high quality leads.

Sales 81

The 5 Characteristics of a Qualified Prospect

The Brooks Group

In order to be truly qualified, a prospect must have a need that they are aware of. They might not know exactly what the solution is—or that your company exists—but a qualified prospect will know they have a problem. Your salespeople should be asking questions during initial conversations that will reveal if a prospect has a need that they are aware of. What they don’t have, is time to spend with prospects who aren’t in a hurry to make a decision.

9 Prospecting Tips that Will Improve Your Team's Success

The Brooks Group

Effective sales prospecting is one of the most challenging--and most important--parts of the sales process. Here are 9 prospecting tips your team can implement before, during, and after each call in order to strike prospecting gold. A consistent set of effective techniques before each sales call will make prospecting time more productive. Cold calling used to be the best and only way to reach new prospects. Prospecting Skills Sales Performance Improvement

American Oncology Network Comments Against CMS’ 2023 Outpatient Prospective Payment System

Pharmacy Times

The new proposal will have grave effects on the sustainability of community oncology practices.

Episode 61 – A BrandRx For MedTech with Matthew Ray Scott, FEED. The Agency.

Medical Device Success

Reading time: 3 – 5 minutes. In other words, a brand prescription for MedTech. Matthew has walked the walk. Or, maybe I should say conquered the mountain of marketing and sales challenges. He says, “It’s the only thing busy docs care about.

How to Qualify Sales Prospects the Right Way

The Brooks Group

Chasing unqualified prospects that never close is one of the largest wastes of your sales team’s time and resources. For this reason, it’s key to equip your salespeople with the ability to quickly assess whether a prospect is truly qualified, and throw them back to sea if not. Use these tips to teach your team how to qualify sales prospects the right way. Then train them to let them go and move on to the next prospect. Prospecting Skills Sales Performance Improvement

Highly Effective Prospecting Techniques for Your Sales Team in 2018

The Brooks Group

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year. First Things, First: Define a Qualified Prospect. The five characteristics of a qualified prospect are: Awareness of Need. Prospecting Skills

Episode 62 – Digital Caffeine for Zoom Fatigue in MedTech with VidiPlus

Medical Device Success

Want your virtual prospecting to stand out? Want your virtual prospecting to stand out? Link to Ted’s contact page Medical Device Medical Device Marketing Medical Device Sales Medical devices Medtech MedTech Podcast MedTech Sales Virtual Events Virtual Presentations Virtual Prospecting Virtual Selling medical device Medical device sales medical devices medtech Virtual communication Virtual marketing virtual presentations virtual salesReading time: 2 – 2 minutes.

How to Send Sales Prospecting Emails that Get Responses

The Brooks Group

Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. In addition to poor click-through rates, canned emails create distrust and can damage brand reputation and undermine future prospecting efforts. Teach your salespeople better email prospecting methods that build trust right from the start with these prospecting tips. 6 Keys to Better Prospecting Emails. Dull subject lines get passed over in a prospect’s crowded inbox.

10 Ways You Can Make LinkedIn a More Powerful Prospecting Tool

Integrity Solutions

And yet, salespeople over the years have often told me they’re worried that they’ll seem too intrusive or that they’ll be interrupting their clients or prospects by engaging with them on LinkedIn. But when you use LinkedIn the way it was intended — as a social network for starting conversations, building relationships, and offering valuable insights and solutions to people’s problems — then it can become an instrumental part of your prospecting and sales toolkit. by Will Milano.

Prospecting Roundup: 7 Articles to Improve Your Sales Team’s Prospecting Effectiveness

The Brooks Group

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016. 17 Point Checklist to Measure Your Team’s Sales Prospecting Effectiveness. Get Your Sales Team Prospecting Smarter, Not Harder.

Cha! Ching! Using Your Sales Channel to Drive Prospects to Your Exhibit! Post #3

Medical Device Success

Utilizing your sales channel to drive prospects to your exhibit is a very important tactic that can help get you to a positive ROI. First, set a goal as to how many prospects you want the sales channel to bring to the exhibit. You can tell them that for every X number of prospects from their territory that come to the exhibit, the rep will receive some type of reward. It motivates the sales reps to get into prospective doctor offices to invite them to the exhibit.

It’s Time to Humanize the Sales Experience Again

Integrity Solutions

Today’s buyers are more individually motivated, and that means salespeople have to understand where their prospects are coming from and how to connect with them in a way that resonates and delivers value that matters to them. What does it look like to connect personally with prospects?

Cha! Ching! Attracting and Driving Prospects to Your Exhibit! Post #2

Medical Device Success

As a small to medium sized business, how can you break through all the marketing noise made by the large companies to attract prospects to your exhibit? Over the next few posts we will cover several tactics you should seriously consider to get your share of the prospects’ attention leading up to and at the trade show/medical congress. Prospects qualify for the raffle if they fill out a lead form and participate in a product demonstration. Reading time: 3 – 5 minutes.

5 Creative Ways Your Sales Reps Can Connect with Clients and Prospects This Holiday Season

The Brooks Group

The holiday season can be a challenging time to connect with clients and prospects. During the holiday season, clients and prospects are bombarded with generic “Happy Holidays!” Help your salespeople make a list of high value prospects and clients to target with personalized, hand-written holiday cards that will stand out from the crowd. Help your salespeople identify upcoming holiday parties that prospects and clients may also attend. Prospecting Skills

8 Winning Questions Your Sales Reps Should Be Asking Every Prospect

The Brooks Group

They can then use the answers they get to guide and advise their prospects towards making the most appropriate business decisions. Asking this allows the prospect to assign a number to the dollars being lost/wasted and helps reinforce just how valuable the right solution will be to them. When a salesperson asks this question, they can determine where the prospect is on the buyer’s journey, and identify any competitors they may have experience with.

Get Your Sales Team Prospecting Smarter, Not Harder

The Brooks Group

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Your reps need to be engaging in prospecting activities that will result in high-quality lead generation. Get your reps to analyze their top customers and develop prospect profiles based on those customer characteristics.

Sales Prospecting: 6 Tips to Share with Your Sales Team

The Brooks Group

Sales Prospecting: The Key to Sales Success. Regardless of whether a salesperson has been selling for 2 years or 20, having a minimum number of qualified prospects is a determining factor of sales success. Keep these 6 Principles of Sales Prospecting in mind while you coach your reps to find qualified buyers: 1. Don’t Spend Time Chasing Poorly Qualified Prospects. Chasing unqualified leads is not an efficient strategy for sales prospecting. Prospects Are Busy.

The Three Most Important Questions to Ask a Prospect

The Brooks Group

In a competitive sales landscape, getting a prospect on the line can feel like a win, but it's only half the battle. Use this opportunity to really feel out your prospect, and make sure that you're asking the most important questions. It can be challenging to really analyze your prospect when you're speaking with the individual put in charge of making an inquiry, rather than the decision maker themselves.

3 Ways Your Salespeople Can Make a Great First Impression with Prospects

The Brooks Group

In this regard, it’s essential to make a good first impression with prospects, especially in face-to-face meetings. Therefore, if your salespeople have trouble connecting with their prospects right from the start, then it will be difficult to convince them to buy anything, no matter how good their pitch or their product is. . They can even delve a little bit into the prospect and company’s respective social media presences.

How to Create a Winning Sales Process: 7 Essential Steps

CloserIQ

Most salespeople dive into prospecting without doing any initial research. It’s equally important to conduct competitor research prior to prospecting. Build your tech stack before you start prospecting. Prospecting is the process of finding early-stage leads that are likely to convert into customers. 42% of salespeople rank prospecting as the most difficult part of the sales cycle. . Your ideal customer profile (ICP) comes into play during prospecting.