COVID-19: Prospecting In a Pandemic LEARN MORE

Last Updated: January 15, 2021

Getting appointments with your prospects throughout COVID is more important than ever. At NIH Research & Consulting (NIHR), building relationships that lead to qualified appointments is what we do best. Our tenured consultants identify key contacts and possess the industry knowledge to build rapport and nurture leads. We begin with the gatekeepers and build and nurture the relationship until the meeting is set. Our team has been working remotely for over 25 years, and we are well versed in the art of the phone call. Find out how we greatly impact your success.

“Despite the conveniences of modern technology, the ability to connect with someone through conversation still reigns supreme in the realm of high-tech sales.” – Robin Day, Managing Partner, NIH Research & Consulting

Why Meaningful Phone Calls Are Essential to Enhance Your Sales Efforts

With Sales Executives working from home, high-level outbound lead generation calls are more important than ever. Remember the connections we made before the advent of computers, cell phones, and the explosive Information Age? We primarily used the phone to communicate and took the time to really connect.

We are leagues apart from the services offering scripted phone calls or worse yet, robotic phone calls from a recorded message that does nothing toward building rapport. Nothing compares to a live quality conversation between 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. Professionals employ many methods to connect professionally, such as texting, messaging, email, Zoom, Facetime, Skype, LinkedIn, Snail Mail, etc., however, there is still the essential need for real interaction and connection with other capable humans in our field.

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.

“But Our Value Proposition Is Too Complex for You to Articulate”  

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. At NIHR, we support sales teams across the nation, start-ups and multi-billion-dollar companies alike, utilizing a veteran team of professionals who have already logged a tenured career selling into the Healthcare arena or delivering care on the provider side. We invite you to get to know a few of them.

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:

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. Your team will identify key contacts and, using their industry knowledge, 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. 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.