Last Updated: June 1, 2020
With many Sales Executives now working from home, high-level outbound lead generation calls are more important than ever. Despite the conveniences of modern technology, the ability to connect with someone through conversation still reigns supreme in the realm of high tech sales. Remember the connections we made before the advent of computers, cell phones, and the explosive Information Age? When we primarily used the phone to communicate and took the time to really connect? Those are the long-time colleagues who can reminisce about a good airport story, door-knocking mishap or demo fiasco.
How many times have you received a scripted phone call from a business, or worse yet, a robotic phone call from a recorded message? Nothing can compare to a real live quality conversation between two professionals well-versed in their perspective fields. Regardless of the latest technologies and automation processes available, true high-level, professional human connection is still a core element in business. As humans, we are entwined through relationships. Meaningful connection is important in our personal or professional lives. Professionals employ many methods to connect professionally, such as texting, messaging, email, Facetime, Skype, Linked In, Snail Mail, etc., however, there is still the essential need for real interaction and connection with other capable humans in our field.
In healthcare technology, the key to the sales process is building the relationship. There are numerous industries and services that don’t require any human interaction, such as ordering a pizza, placing your latest Amazon order or even designing and ordering your next vehicle. However, when it comes to high-tech, high-ticket B2B purchases, a relationship needs to be built, and that starts with a real conversation with an intelligent expert.
In a study by Becker’s Hospital Review, 84% of senior hospital executives said they would grant a meeting to a salesperson if a credible sponsor (lower-level executive, executive assistant) within their organization recommended they do so.
In the healthcare technology industry, we deal with multi-million dollar products that improve patient care, enhance medical efficiencies and ensure compliance with regulatory measures. These are specialized conversations that require a personal, high-level touch. In our industry, prospecting starts with the phone call and having a real conversation with the right person at the right time. At NIH Research & Consulting (NIHR), we support sales teams across the nation, start-ups and multi-billion-dollar companies alike, using this methodology.
B2B sales in the healthcare technology industry require a high level of business acumen and expert industry knowledge on that very first call and every subsequent conversation. This is critical to build key relationships, communicate the value proposition, and eventually establish a meeting with the key decision maker or C-level executive.
A recent HubSpot study on the latest sales statistics illustrates some supporting facts:
- More than 40% of salespeople find that prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).
- Salespeople spend just one-third of their day actually talking to prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls.
Getting the qualified meeting is every salesperson’s goal! And that is where NIHR comes in.
Given these statistics, our teleprospecting and appointment setting services save 29% of a salesperson’s time, every working day. That equates to nearly 2.5 hours per day, 12.5 hours per week, 50 hours per month, and 652 hours per year for that one salesperson to be focused on what they do best, selling.
At NIHR, building relationships is what we do best. Our tenured consultants identify key contacts and possess the industry knowledge to start the connection with the right person at the right time. We begin with the gatekeepers and build and nurture the relationship until the meeting is set. Before calls are made, it is essential to possess detailed information related to the hospital’s organizational structure, including expert knowledge of their industry status, goals and obstacles. We do our research to help you get ahead. At NIHR, we pride ourselves on serving as the bridge to those relationships that serve to increase our client’s revenue, brand awareness and market reputation with the power of meaningful conversation.