Building a Tightly Integrated Sales & Marketing Team: Royce Brunson, Chief Revenue Officer of Health Recovery Solutions
In this podcast, Adam Turinas, the CEO of healthlaunchpad, talks to Royce Brunson, a Chief Revenue Officer at Health Recovery Solutions (HRS) which is a remote monitoring service provider.
Royce provides great insights on the strategies they have used in building a tightly integrated sales and marketing team.
The podcast is produced through the partnership of HIMSS and healthlaunchpad
I hope that as a healthtech marketer, the podcast will give you practical insights that will help you in improving your organization’s marketing strategies.
The Podcast Highlights With Timestamps
2:41 – Royce Brunson On His Role & HRS
5:33 – The Future of telehealth & Integration in the healthcare sector
7:23 – Examples of Telehealth Technologies Used by HRS
8:53 – HRS’s Approach – Sales and Marketing Team Collaboration
10:44 – HRS’s Acquisition Team & Retention Team
12:24 – The Structure of HRS Marketing Team Organization (In-house & Outsourcing)
18:48 – Why Companies Find Seamless Integration of Sales & Marketing Difficult
20:29 – The Importance of Constant Feedback from SDRs, Sales, & Customers
21:11 – Royce’s Example On Feedback & Customer Engagement
23:51 – How HRS SDR Team Marketing Team Handle Feedbacks
25:14 – The Sales Stack at HRS
26:53 – Why HRS Has Not Fully Embraced ABM
28:56 – HRS Sales Cycles & How they Shorten It
30:15 – How HRS Uses ROI to Gauge Clients’ Requirements
33:54 – Royce’s Final Advice
The Healthtech Marketing Podcast Video – Royce Brunson, Chief Revenue Officer, HRS
Royce Brunson’s Podcast Briefs With Time-stamps.
2:41 – Royce Brunson On His Role & Their HRS Company
Royce explains his role in HRS and their companies key areas of focus
5:33 – The Future of Telehealth & The Need For Integration
Royce Brunson shares insights on telehealth and how through integration, companies can attain a competitive advantage
7:23 – Examples of Telehealth Technologies Used By HRS
Brunson provides examples of some of the technologies or platforms that their company uses to market their solutions
8:53 – HRS’s Approach To Sales and Marketing
Brunson explains the need for both the sales and marketing teams to work alongside one another to realize shared goals.
10:44 – HRS’s Acquisition Team & Retention Team
Brunson explains the strategy their company uses to ensure they retain their customers during their buying journey.
12:24 – Content Marketing Team – In-house or outsourcing
Royce explains how their company supplements their in-house content marketing team with an outsourcing model
18:48 – Why Companies Find Seamless Integration of Sales & Marketing Difficult
Royce explains how content and adopting the right strategy is at the core of SEO
20:29 – Importance of Constant Feedbacks from SDR, Sales, & Customers
Royce Brunson explains the importance of feedback and engagements, and how their SDR and marketing team approach this to drive success through conversions.
21:11 – Example of HRS’s Customer Engagement & Handling of Feedbacks
Royce gives an example of how through customer engagement, they get important feedback
23:51 – The Role of SDR Team and Marketing Team In Feedback
Brunson explains how their SDR team and Marketing team handle feedback.
25:14 – HRS’s Sales Stack
Royce shares insights on some of the technologies or platforms that they use in order to nurture leads.
26:53 – Why HRS Has Not Fully Embraced ABM
Royce explains the reasons why their company has not fully embraced ABM and their future plans on the same.
28:56 – HRS Sales Cycles & How They Have Shortened Them
Royce Brunson shares insights on sales cycles’ correlation with complexity to sell, the personas they focus on, and how they have managed to shorten their sales cycles.
30:15 – How HRS Uses ROI to Gauge Clients’ Requirements
Brunson explains how their company is able to gauge and advise clients on their requirements or budgeting based on ROI data.
33:54 – Royces Brunson’s Final Advice
As final advice to digital healthtech marketers, Royce explains the importance of being impatient to act, but being patient in realizing outcomes.
Subscribe To The Podcast.
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You can also view the video of this podcast through a link in the show notes.
We have got a great program of guests coming up. So do subscribe so that you do not miss out
Thank you for listening.
In case you have a topic you would like me to cover, please just let me know by emailing me at Adam@healthlaunchpad.com, or reach me through LinkedIn here
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