advice from sales leaders

Advice from sales leaders to sales leaders

Accelerating Out of the Curve eBook

  • The current reality facing the healthcare system
  • The major areas where healthcare systems will need help
  • A step-by-step guide to developing a Post-COVID growth plan

How to manage through the coronavirus crisis

Over the last few days, I reached out to sales leaders in my network to get advice that they wanted to share with their peers. There are some really brilliant tips here.

Most of these guys are experts in selling to healthcare. They are on the frontlines, leading teams and adapting to the new world.

Frank E Johnson, President & CEO at qlēr Solutions

“Recognize your place, react accordingly, message wisely.”

“If you are lucky enough to be over capacity and you are struggling to keep up, communicate a lot and be empathetic. Explain how important it is to be able to serve them.”

Martyn Molnar, VP International Sales SmarTek 21

“Put yourself in your client’s shoes. The more money you can help them you will make them heroes because it will save jobs, including theirs. If you help them bridge the gap, they will want to be your partner.

“In the old economy, two weeks ago, delivering a positive ROI in 9 months was the benchmark, now you have to deliver a tangible ROI in 12 weeks

“Be a true partner. Share in the financial pain now by cutting your prices so that you can make more money together in years 2 and 3 of the relationship.”

Fred Mather, Partner, Revenue Collective

Shift to help and support:

1) Team Members. Overcorrect in ways to make sure they are clear you care about them and their family and are open to anyways to support them. If you do this you don’t need to apply accountability, they will do the work anyway.

2) Customers. Make it clear your teams and resources are here to help them in any way possible in general and in the use of your services. Offer up you are open to ideas on how your services can be adapted to meet any changing situation on their side.

Scott Collins, Executive Vice President at Futura Mobility, LLC

1. Maintain Relationships….even if your customer is not buying.  When the smoke clears, your customer will remember that you still kept contact in time of need.  

2. Get creative… rebrand products and services that you already offer to suit the needs of your customers in crisis.”  

Adam Franklin, LinkedIn Marketing Coach

Hardcore “selling” will be perceived to be insensitive/inappropriate right now but we need to be visible and talk with clients and listen to their challenges and determine how we can help — even if our ‘help’ isn’t our products or services.  When we genuinely help we strengthen the relationship and that is of utmost importance right now.

Despite the turbulent times right, we also have a big opportunity to focus our attention online. This is especially true as a consultant who sells “advice/IP/coaching/value” where in-person meetings aren’t possible anymore.

Mark Rangell, Managing Partner at Excellence

“Probably the best piece of advice for folks in sales and marketing is to be authentic. Recognizing that customers and prospects likely have needs that are way more mission-critical than whatever you are marketing or selling is probably #1 and having the tone of whatever you communicate reflects the fact that you are listening as much as speaking is my top recommendation. People will remember that when things eventually get back to normal”

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Interesting Links:

 

Photo by Frame Harirak on Unsplash

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Adam Turinas

Hi, I am Adam Turinas, Healthlaunchpad's founder. I am passionate about helping healthtech firms succeed through better sales and marketing. I have hard-earned experience in healthcare technolgy as I started two healthcare businesses in the US, the first with zero healthcare experience. We sold the second business to a strategic buyer seven years later. Over 9 years building a healhtech businesses, I have learned how to sell and market effectively to healthcare organizations. Prior to this, I spent two decades in digital marketing across healthcare and other consumer industries where I sold over $100 million in products and services to corporations and healthcare orgs. I would love to talk with you. You can book a call with me on the right hand side. Best Adam (This is page 0 of many)

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