The future of effective HCP communication

| July 26, 2019

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Compliant, obedient, and unknowledgeable. Thats how the patient landscape used to look to HCPs. Patients were wholly reliant on HCPs to provide them with the correct diagnosis and the most appropriate medication to improve their health.

Spotlight

Progressive Medical, Inc.

We have an innovative way of helping clients control their workers’ compensation pharmacy and ancillary services costs – so they can save money while dramatically improving long-term outcomes for injured workers. From start to finish, we’re working towards our promise - to achieve the lowest total program cost through more control and better outcomes.

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6 Tips On How To Not Let Your Anxieties Get The Best Of You

Article | October 26, 2020

Everybody deals with stress and anxiety however our anxieties can sometimes get the best of us. It’s important to know how to cope with your anxieties and fears if they get out of control. With this in mind, here are some tips that a person can use to help manage their daily stresses and anxieties. 1. Take a break: Sometimes, we get stressed out when everything happens all at once. When this happens, a person should take a deep breath and try to find something to do for a few minutes to get their mind off of the problem. A person could take a walk, listen to some music, read the newspaper, or do an activity that will give them a fresh perspective on things. 2. Carry a small notebook of positive statements with you: Whenever you come across an affirmation that makes you feel good, write it down in a small notebook and carry it around in your pocket. Whenever you feel anxious, open up your small notebook and read those statements. 3: You can’t predict the future: While the consequences of a particular fear may seem real, there are usually other factors that cannot be anticipated and can affect the results of any situation. We may be ninety-nine percent correct in predicting the future, but all it takes is for that one percent to make a world of difference. 4. Challenge your negative thinking with positive statements and realistic thinking: When encountering thoughts that make you fearful or depressed, challenge those thoughts by asking yourself questions that will maintain objectivity and common sense. Focus on the reality of your situation and not on your thoughts. 5. Divide your activities into separate steps: When facing a current or upcoming task that overwhelms you with a lot of anxiety, divide the task into a series of smaller steps and then complete each of the smaller tasks one step at a time. Completing these smaller activities will make the stress more manageable and increases your chances of success. 6. Take advantage of the help that is available around you: If possible, talk to a professional who can help you manage your depression and anxieties. They will be able to provide you with additional advice and insights on how to deal with your current problem. BIOGRAPHY Stan Popovich is the author of the popular managing fear book, “A Layman’s Guide To Managing Fear”. For more information about Stan’s book and to get some free mental health advice, please visit Stan’s website at http://www.managingfear.com

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Effective ways to Speed-up your Health Tech Sales Cycle

Article | February 18, 2021

Your sales cycle encompasses every action you take to close a new customer as a salesperson. But there is a possibility for the sales cycle to be confused with sales methodology. Sales methodology is a framework in which one practices a sales cycle. Whereas the sales cycle is the step-by-step process of you, as a salesperson, to close a deal with a client. Piper Drive, a sales CRM and pipeline management platform defines a sales cycle as the series of predictable phases required to sell a product or a service, and that sales cycles can vary greatly among organizations, products, and services, and no one sale will be the same. Especially with the healthcare industry, a thorough understanding of your health tech sales cycle will make your sales operations more efficient. Shortening the sales cycle without an up-front investment for sales is one of the critical healthcare sales and marketing goals. If you shorten your health tech sales cycle, you get more time to make additional leads. This will ultimately result in having an improved bottom line. A faster and shorter sales cycle can bring you more advantages in the competitive sales world of your industry. It will indeed allow your company to grow its business by improving market share. Have you ever thought, as a salesperson, about the effective ways to shorten the health tech sales cycle? This article mainly focuses on proactive ways to shorten your sales cycle and improve profitability. Challenges of Long B2B Health Tech Sales Cycle According to Marketing Sherpa, a market research institute, the length of the sales cycle can vary from industry to industry. Comparatively, the health tech industry has a longer sales cycle. Still, there are many effective ways to shorten it and bring a positive impact on your sales process. In general, B2B sales take a lot of time to maintain. Thus, the B2B health tech sales cycle takes even months to close a sale with a prospect and faces many challenges in the process. Some of the challenges you may face, as a health tech salesperson, can be the following on the process: Turning the Lead to a Sales-Ready Prospect No health tech salesperson will find a lead ready to make the sale without any persuasion from you. In the health tech sales cycle, lead nurturing should be your best bet to convert a prospect. With longer sales cycles, it won't be easy to nurture a lead all through the process and make a sales-ready prospect. It would be easier to convert leads when they are ready if you keep in touch with the prospects. People often find it difficult to do so in the long health tech sales cycle and end up not converting potential clients into happy customers. Maintaining Engagement Over Time The sales team keeps converting leads on their radar. As days and months pass, it is challenging to memorize each prospect you have interacted with. Neglecting them brings nothing to your business. It can be a juggle to balance new prospects with existing SQLs. Older ones may get lost in the weeds as new leads come in. No one can tell which one is a higher priority. Whom will you pay more attention to and for how long? It can be a severe obstacle in the long B2B health tech sales cycle. Keeping Your Sales Team Energized If your sales team is not engaged with the process itself and enjoys it, they will have a more challenging time dealing with leads. It is a fact that, unfortunately, salespeople can become frustrated or bored due to working with difficult and hesitant leads. As the health tech sales cycle drags on, it is tough to remain emotionally calm. If you have no strategies to energize them promptly, apathy or discouragement may come into play. Ensuring Marketing and Sales Alignment Lack of communication between the sales and healthcare marketing teams can pose the most detrimental challenges. It can impact the health tech sales cycle seriously. This loss of alignment between marketing and sales can hurt lead nurturing and lead to further difficulties like the ones listed above. When the two teams move out of sync, it often requires a lot of effort to get them on the same page again. These teams can work separately with decisions and different goals, but it would not benefit the entire company. Five Stages of the Typical Sales Cycle It is better to understand the five stages of the health tech sales cycle to comprehend how the sales cycle comes into play completely. Prospect This is the stage where the sales team attracts leads and listens to them, and learns to offer what they need. Connect This is the stage for you to get leads to move forward with your offers. You can utilize all the data you have amassed during prospecting. Research As a salesperson, this is when you learn about leads and determine whether the prospect intends to buy. Present In this stage of the health tech sales cycle, you offer your product or services as an effective solution for your lead's pain points. Close It’s a fit! By now, you know if your lead wants your product or service and move forward. Benefits of Shortening your Sales Cycle A shorter health tech sales cycle allows you to meet more prospects within the same time frame. For example, if you take one week for each prospect to complete the cycle, you can meet more people than with a two-week average life cycle for a single prospect. As you meet more people, it allows you to make more money. Moreover, most of the prospects prefer to have shorter sales cycles provided that you fulfill their need and solve their problem. However, even with a short health tech sales cycle, you should have an effective method to track sales information. Along with a short sales cycle, an effective method will increase your team’s efficiency and sales numbers. You will make more profits and improve your sales cycle. Ways to Shorten your Long Health Tech Sales Cycle One of the significant challenges faced by healthcare technology salespeople is shortening their health tech sales cycle. Unlike B2C, the B2B process of sales has to deal with many decision-makers and educate them about the value of your products. Typically, it takes a lot of time and effort to convince your prospects that your solution is customized to meet their unique needs. However, your health tech sales cycle can become agonizingly long as each prospect can have a different perspective about your solution. It can also occur due to the number of people involved in the decision-making in B2B companies. According to the latest Demand Gen Report, the buyer’s journey is getting more complicated and longer. This makes the sales process worse, which is already tedious. However, the good news is that you can follow these marketing strategies to shorten your health tech sales cycle tactically. Understand Your Buyer Personas Keep yourself away from trying to engage the wrong people. This will not bring you any results in the end. Before commencing the sales process, you should have a clear idea of who your targeted audience is. The decision-makers or influencers in the organizations you are targeting are your buyer personas. After identifying your personas, by answering the following questions, you can outline their qualities: • What are their goals? • What are their responsibilities? • What trigger drives them to buy? • What problems are they dealing with? • How do they like to research? • What inhibits a purchase? As you answer these questions, you will get a clear idea of the best way to approach them. Send an Introductory Video The prospects get to know the salesperson only in the in-person meeting. So before the in-person meeting, you can consider sending them an introduction video. This would add value and explain why you are interested in them with a ‘call-to-action. It creates familiarity by the time you connect with them. This is a very creative step to shorten your health tech sales cycle. Provide Pre-Sales Appointment Content Having a sales appointment with a prospect, who does not know anything about your solution, is one of the biggest mistakes you can make in your health tech sales cycle. This means you may have to have several meetings to convince the client. This problem can be eliminated with a lead nurturing email with informative content. This email can have a link to an informative blog about your product, which was written previously. It will make them peruse your website before the actual sales meeting with you. It saves your time by eliminating many meetings to educate the prospect about your product. Provide Post-Sales Appointment Content The prospect is expected to come out with some concerns and objections after the first sales appointment. As a healthcare tech company salesperson, it is your responsibility to eliminate all those obstacles by addressing them strategically. Sending follow-up emails, videos, and case studies helps address those concerns. The content can be used to guide other prospects too. Overcoming these obstacles with effective content can shorten your health tech sales cycle effectively. Come Clean with Pricing Pricing of your products can be one of the main concerns for your prospects. Many salespeople address it only at the last stage of the health tech sales cycle. Not revealing the price at the beginning will only lengthen your process. Moreover, it may result in losing trust in you. Be transparent and reveal the price, to save yourself from such issues. Leverage Social Proof One of the smartest ways to win the trust of your prospect is to provide social proof. It will also make the deal close sooner. The best social proofs are case studies with the impact of your products or ROI. Remember to make that the company featured in the case study is similar to the particular prospect's company. In the health tech sales cycle, it is crucial to thoroughly understand the prospect. Your sales cycle should connect with the process of lead nurturing, where you act as an advisor. This will also help you build trust with the prospects and increase your chances of closing the deal before the expected time. Executing all of these alone would be challenging. At Media7, we help companies market their healthcare technology product with innovative strategies and support by implementing these strategies effectively. Our strategies help attract prospects, convert them and turn them into your happy customers forever. To know more about us, visit https://media7.com/ Frequently Asked Questions What are the stages in the health tech sales cycle? B2B health tech sales cycles include seven main stages. They are sales prospecting, making contact, qualifying the lead, nurturing the lead, making an offer, handling objections, and closing the sale. Following these steps help a salesperson to close the sale effectively. How does the health tech sales cycle help? The health tech sales cycle helps you identify potential clients and nurture them through the process of sales. It makes you effectively and efficiently guide your clients and gives them the confidence to go forward with more effort. What are the best practices for the health tech sales cycle? The best practices for the health tech sales cycle can be attracting more prospects through content marketing, building trust by understanding clients better, focusing on your customers' clients, and knowing the prospect’s organizational chart. Why is the sales cycle important in health tech? The sales cycle in the health tech industry helps the sales managers to forecast the accurate picture of your sales. This because they know where your salespersons are in the sales cycle. It also gives a clear picture of how many deals your salespeople close out of a given number of leads.

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How COVID-19 Could Impact Digital Health

Article | April 1, 2020

As the world grapples with the tragic COVID-19 pandemic, it is tempting to imagine a post-COVID future that includes some silver linings. As terrible as the situation is today, maybe this calamity will at least lead to some lasting, positive changes, particularly in healthcare. Telemedicine has already emerged as the poster child for this line of thinking. Providers and patients have dramatically increased the use of telemedicine to ensure continued access to healthcare services while maintaining social distancing and respecting the enormous burden on our healthcare workers and facilities. Regulators and payers are encouraging and enabling this shift by temporarily relaxing policies that have limited telemedicine.

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What are the Risks of AI in the healthcare industry

Article | April 21, 2020

While artificial intelligence (AI) offers numerous advantages across a wide range of businesses and applications, an ongoing report spreads out some convincing focuses on the different difficulties and perils of using AI in the social insurance segment. As of late, AI has been progressively consolidated all through the medicinal services space. Machines would now be able to give emotional wellness help by means of a chatbot, screen tolerant wellbeing, and even anticipate heart failure, seizures, or sepsis.

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Spotlight

Progressive Medical, Inc.

We have an innovative way of helping clients control their workers’ compensation pharmacy and ancillary services costs – so they can save money while dramatically improving long-term outcomes for injured workers. From start to finish, we’re working towards our promise - to achieve the lowest total program cost through more control and better outcomes.

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