When it comes to sales enablement tools that can really contribute to commercial excellence, the technology is what separates pretenders from contenders. But how can you tell who really has what it takes to best fit your needs? Here, we’ve come up with a quick checklist to offer you a better understanding of how to vet the best industry specific sales enablement tools on the market today.
As we are all well aware these days, the life sciences sector continues to be in a state of transformation due to a combination of price sensitivity, patient-focused strategies, increasingly stringent regulations, and a changing of the guard in how medical device and pharmaceutical sales reps interact with physicians.
Med Reps know that time with doctors is precious and more limited than ever these days. With that shift it’s also becoming increasingly crucial that marketing to physicians is approached with less direct selling and more team spirited partnering. Med reps need tools to help them deliver a better customer experience.
This means that sales needs to have immediate access to up-to-the-minute, personalized data, integrated from various sources to create the most relevant engagement possible. For optimal control, materials must be at their fingertips at every opportunity, on the right device – an iPad or tablet.
Face it. We've pretty much all been there at one time or another -bored at the booth, and praying the final day of the conference would at last shower down with mercy on our weary feet and souls. Trade show pain - something Advil alone cannot cure.
Not to mention the trade show hangover, and haven't we all been there too? In addition to re-entry at home after days on the road - there are tons of emails to respond to not counting all the proactive ones you need to send to the new leads and contacts you just met at the show. Follow-ups that are so numerous and at times so generic they fall through the cracks one way or another. It’s a necessary, but sometimes tough part of life science marketing.
Smaller players in the life sciences ecosystem face challenges that are unique to them when it comes to marketing and sales.
In the post Affordable Care Act world the healthcare universe is looking a bit like an alternate universe at the same time we are finding ourselves operating in today’s knowledge economy.
If you’re a marketer or sales professional in pharma, med device, or biotech you already know the market is morphing, and precious time with docs is the sand that keeps falling through the holes in the sifter you’re left holding. Your sales goals are not going anywhere though, and that means you are being forced to get creative about how and when you are meeting with HCPs. At times conferences may become the new office, and shorter office visits themselves demand that you are nimble and ready on the go with the right data and messages.
As the world of life sciences spins at what can feel like out-of-control speed, sales and marketing teams in the industry forge ahead in their quest to find the holy grail of technology solutions to give them the competitive advantage they need.
Their search for systems that will make on-the-job life easier and more productive continues in earnest. There are even some who say they may have found the answer, and for them it somewhat surprisingly lies just on the other side of their CRM.