Covid-19 forever changed medtech’s sales strategies. As face-to-face meetings slowed, medtech sales representatives despaired of finding alternative ways to hire leads.
The agility provided by a robust virtual sales CRM for medical device companies is now crucial to thriving … this is why successful medtech companies have replaced siled platforms that rely on face-to-face visits, disconnected systems and outdated marketing technology. . Those that do not have a risk of derivation leakage, decreased market share and collapsed revenue.
There are those who say that vaccines will return to normal sales strategies; however, evidence shows that many providers will continue to prefer virtual interactions.
A Bain & Company survey shows that this preference is only becoming more common, even in the post-COVID-19 world:
- 47% of doctors who preferred face-to-face visits now strongly prefer virtual participation.
- 3 out of 5 doctors believe this trend should continue.
For companies struggling to stay competitive in 2022, it’s important to immediately replace obsolete sales platforms with virtual ones.
What are obsolete platforms like?
Obsolete sales platforms are rigid, making evolution impossible. They are defined by:
Everyday operations that rely on managing contacts and opportunities in old-fashioned spreadsheet or point systems cause lead atrophy, manual labor, and duplicate processes.
Silenced systems and data
A cobbled network of disparate systems creates confusion between sales, marketing, operations, and IT. Without a single source of truth, it is more difficult to execute daily tactical actions, let alone develop long-term strategic business decisions.
Remote participation provides more channels of participation than face-to-face meetings and, without a means to interpret the data, it becomes difficult to consume, understand and act.
Systems are not able to manage prospecting, communications, or tactics, which burdens representatives with daily manual tasks that reduce productivity.
If any of these issues affect your business, how do you prepare for the new virtual reality? Start with the right virtual sales platform.
What is a virtual sales platform?
We crush a false pre-conception. Virtual selling is more than remote meetings, video conferencing, or phone calls.
Here are the basics of a robust virtual sales platform that goes beyond video needs:
Robust engagement tools
Enable your sales team to generate meaningful digital interactions throughout personalized, automated ROI-driven travel
Seamless self-service portals
Empower customers with tools that allow them to set up, budget, buy, and request support
Leverage information to predict behavior, anticipate needs, and generate better business decisions
These basic elements are the bare minimum. To ensure that your platform will scale with growth, be sure to ask the following questions before selecting your platform.
One has to ask: is the platform adapted to our submedical technology?
Depending on your sub-vertical, the future state of a cohesive virtual solution will likely go far beyond sales.
Your platform of choice must meet the unique requirements of your medtech sub-vertical. Virtual sales platforms are not a single solution and must be tailored to your unique goals.
Healthcare providers need to rely on your representatives for sound training, product knowledge, and inventory support.
Implantable surgical parts
Healthcare providers should rely on your representatives for training, product knowledge, and inventory at an early stage during surgeries.
Diagnosis of research
Supplier and laboratory researchers rely on your representatives to gain experience, product, and industry and technique, and they must have the tools to communicate effectively.
Image and Radiology
Capital sales require complex processes to influence, educate, and secure financing. This means that relationships must be managed and mapped effectively within the research ecosystem.
The question is: how does the platform create a cohesive customer experience?
The realities of COVID-19 mean that a virtual platform should be more than just a sales tool. Rather, it should focus on driving engagement, adoption, and satisfaction in marketing, sales, operations, and information technology.
Without orchestrating inventory, quotes, sales operations, and more, your virtual sales platform will create disparate experiences.
The question is: how does the platform act on data?
Virtual engagement opens access to a lot of data. Without a means to interpret it significantly, it becomes noise.
Any virtual sales platform must provide key data points in an interface, use AI to interpret trends, and make meaningful predictions.
The right platform will help you close more businesses with smart, actionable statistics.
Adapt to the new normal
While the transformation is tough, virtual capabilities can be your biggest competitive advantage. If you don’t adapt, it could also be your biggest weakness; a back door to referral leaks from doctors and providers.