It's well into Q1 and you likely staring down an intimidating quota. Selling to hospitals and physicians is tough given the historical dependence on relationships. To meet and exceed your quota this year you need to find new ways to engage busy providers.
Maybe you are approaching a brand new lead. Perhaps you are trying to resurrect old prospect. How are you going to get through to them to book that next meeting?
Stop talking about yourself—Make it about them.
Your product may have the newest features, the best safety profile, the endorsement of top thought leaders, but none of that matters if you can't book the meeting.
Guess what? When you are approaching new leads they don't care about you or your product. People care about themselves and their own business the most, and that’s what they want to hear about. Put the spotlight on them, and they’ll be much more receptive to your message.
In order to put the spotlight on them, you need to understand their business.
Times are changing and we believe that salespeople need to adapt to the reality that data and customized messaging need to be part of your toolkit.
Here are a three reasons why your sales team should embrace data in their prospecting and relationship building.
You can NOW create customized reports on any provider without spending hours and struggling with complex Excel spreadsheets and fussy PowerPoint templates.
Carevoyance has rich, detailed information about every physician, practice, hospital, ASC, and system in the country. Our reporting capabilities are unmatched which means you can generate customized, personal content on any provider in a few easy clicks.
We’d love to hear from you!
Are you still not sold on using data and custom collateral as a sales tool, or have you already embraced data for building relationships with your the prospects in your market? Leave your thoughts in the comment section below!
Want more actionable advice on how to engage prospects in a conversation about their business as a strategy to move the sale forward?