Kyle Vick on LinkedIn: #newbeginnings #medicalsales #insidesales #diabetescare #omnipod… | 30 comments (2024)

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A month ago i had a conversation with a friend of mine who wanted to make a shift from laboratory work to join IVD sales.He wanted to understand what's the actual difference between Sales and Marketing, before applying for a post i had shared.A few snippets for both:1. Focus Sales - Closing deals Marketing - Generating Leads2. Timeline. Sales - Short- term Marketing - Long-term 3. Approach. Sales - One on One Marketing - One to Many people 4. Goal. Sales - Generate Revenue Marketing - Create Demand5. Strategy. Sales - Product Focus Marketing - Customer Focus6. Measure by. Sales - Conversation Rate Marketing - Return on InvestmentAm glad my friend nailed the interview and has already reported to his new work station, i couldn't be more happier.☺️I'll definitely see you around🙏#healthcare#IVDsales.

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Meet our new Sales Representative in Austria and Switzerland, Joachim Kaiser!Joachim, congratulations on securing your first order in Austria, and welcome to the SciBase team. What motivated you to take the opportunity to bring Nevisense to Austria and Switzerland, building up a completely new market?First of all, I would like to thank the whole Scibase team for thewarm welcome, and the big support. My motivation stems primarily from having experienced #Nevisense as a customer for over two years. In my previous job, optimizing a clinic in Germany, I saw firsthand the positive impact Nevisense had on patients and the clinic. Our patients were grateful for the new possibilities it offered.Already a big fan of Nevisense, I saw a huge opportunity when I learned Scibase was looking for someone to open a new market similar to the German one.Can you share a bit about how Nevisense has been perceived so far?We were able to present Nevisense at the OEADF annual Conference in Austria this month. We noticed that the dermatologists we spoke to were immediately enthusiastic. The impressive study situation with Nevisense, the high sensitivity, and the easy measurement procedure are the most important factors when speaking with the doctors.What are your goals moving forward in the Austrian market?The most important thing for me now is to support our new customers. Nevisense is easy to use and the benefits for the patient are easy to communicate. Nevertheless, I know that implementing a new workflow can be challenging. When the first success stories appear on the market, word gets around very quickly, dermatologists are happy to share “best practices”.Right now it is important for the early adopters to feel strongly supported. But that's also what appeals to me about the Scibase business model - our success is based entirely on building long-term partnerships.Contact Joachim Kaiser to learn more about Nevisense or book a meeting!

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True that. It is imperative that availability and demand generation both need to go hand in hand else the entire operations for an excellent sales growth will not fructify.

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How sales leaders excite teams?When I was a medical representative, the company had launched an alprazolam (anxyolitic) brand. It was an old molecule with multiple giants already ruling the market. We had just started the launch activities. In the same month, I got to know that my NSM would be joining me for evening work. I was just 9 months in my career. So, obviously was very conscious of everything for the fieldwork. My manager had guided me to prepare for the work. I had carefully planned the evening calls. We met 9 doctors between 6:30 pm and 10:30 pm. All busy doctors! And luckily all of them gave ample time despite the patient load. Sir was really impressed with the work.What left me impressed then and till now is that though I had detailed the new brand to the doctors as per the company guidelines, sir had personally taken responsibility of discussing it with all the doctors we met that evening. His enthusiasm while he was discussing that brand was unmissable; contagious to the least. His expression of joy when I got a POB of 15 strips was stupendous. #Result: After that day, my enthusiasm increased manifold for the brand.#sales #salesmanager #salesleader #corporate #culture #change #corporate #change

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RESTORING GROWTH : THE POWER OF BALANCED COVERAGEWe were approached by a company that was in the business of selling medically oriented, consumer opted products. These products did not need a prescription to be purchased and were not even under drug license. The challenge that the small company was facing was a complete stagnation in growth in the last three years. Prior to that, they had grown steadily for 12 years. What had gone wrong?We worked with the team in the market for a week in two different Regions. The sales team was competent and knew their work. The quality of calls was good. The market coverage was uniform and fairly well done. Daily coverage of 30-35 chemists at pre agreed frequency. The coverage plans were well defined and followed. In fact, all the chemists confirmed that the sales person had become more regular over the last 2-3 years in their frequency of visit and supply was also good.So why had the growth stopped?In some conversations with chemists, we picked up that there was more demand for a competing brand, which had come to market in the last 5-6 years. The new brand was similarly priced and margins were same too.Over the customary chai breaks, a couple of veteran sales managers opened up. When we asked them how they were getting growth earlier, they said we used to also visit doctors. That used to generate prescriptions. Now, while we had introduced more innovative products, the doctors did not know about them. So, the patients did not ask for them. The competing brand was going to the docs and were able to explain their products to the docs.It had so happened that the company had appointed a new CEO with good FMCG background, 4 years back. He had visited the market and seen that the waiting time at doctor chambers was bringing down the efficiency of coverage. To bring in efficiency, he removed the doctor coverage and added more chemists. His premise was that the products did not need prescriptions. So while the coverage efficiency improved, the demand slowly reduced. Also, the company used to get ideas for innovations from the practising doctors and was able to come out with more innovations. That also had become a trickle.We had a meeting with the CEO and explained the impact of losing touch with doctors/HCPs. He saw the merit of our findings and immediately agreed to rework the coverage and start the training of the team. In 6 months, we made a Hybrid coverage system where the team called upon HCPs and also chemists. The growth started coming back.#SalesStrategy #HealthcareSales #Pharma #GrowthHacking #Leadership #MarketCoverageSandeep Zutshi Suresh Venkat Arvind Venkatachary S P Subramanian Jawed K Sheetal Mahurkar-Mukherjee Vivek Bhatnagar

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In this case study, I unpack the powerful Manychat strategy that helped Centro Médico Eternal achieve $15,385 in sales and a 12.9% increase in ROI 🤯

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𝐌𝐚𝐲𝐛𝐞 𝐦𝐲 𝐩𝐫𝐨𝐝𝐮𝐜𝐭𝐬 𝐀𝐑𝐄𝐍'𝐓 𝐭𝐡𝐚𝐭 𝐦𝐮𝐜𝐡 𝐛𝐞𝐭𝐭𝐞𝐫!Years ago I looked in a vendor room in a hospital in Baltimore and thought "Maybe I CAN go sell for another spine company."𝐈 𝐮𝐬𝐞𝐝 𝐭𝐨 𝐭𝐡𝐢𝐧𝐤 𝐦𝐲 𝐜𝐨𝐦𝐩𝐚𝐧𝐲'𝐬 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐥𝐢𝐧𝐞 𝐰𝐚𝐬 𝐭𝐡𝐞 𝐛𝐞𝐬𝐭. It probably was. But I walked into a vendor room and saw dozens of companies represented and thought..."Hold it, we have 10% of the market.𝐓𝐡𝐚𝐭 𝐦𝐞𝐚𝐧𝐬 𝟗𝟎% 𝐨𝐟 𝐭𝐡𝐞 𝐦𝐚𝐫𝐤𝐞𝐭 𝐢𝐬 𝐝𝐨𝐢𝐧𝐠 𝐣𝐮𝐬𝐭 𝐟𝐢𝐧𝐞 𝐰𝐢𝐭𝐡𝐨𝐮𝐭 𝐦𝐲 𝐜𝐨𝐦𝐩𝐚𝐧𝐲."Huh.I sold completely differently after that revelation in Charm City .𝐈 𝐬𝐭𝐚𝐫𝐭𝐞𝐝 𝐭𝐡𝐢𝐧𝐤𝐢𝐧𝐠 "𝐖𝐡𝐲 𝐬𝐡𝐨𝐮𝐥𝐝 𝐚 𝐬𝐮𝐫𝐠𝐞𝐨𝐧 𝐖𝐀𝐍𝐓 𝐭𝐨 𝐮𝐬𝐞 𝐦𝐲 𝐩𝐫𝐨𝐝𝐮𝐜𝐭𝐬?" What problems do my products solve?". I sold so much BETTER after that revelation. THESE days I think..."why should a 𝑯𝒆𝒂𝒍𝒕𝒉 𝑺𝒚𝒔𝒕𝒆𝒎 𝒐𝒓 𝑨𝑺𝑪 𝑳𝒆𝒂𝒅𝒆𝒓𝒔𝒉𝒊𝒑 WANT my product line?"𝐇𝐞𝐫𝐞'𝐬 𝐚 𝐧𝐞𝐰𝐬 𝐟𝐥𝐚𝐬𝐡:It isn't about the rotating platform or angles of the screws or the processing speed of their instruments or the material makeup of the Fetzer valves.Blah blah blah.I have learned that the people who run ASCs and Hospitals want to know different things than surgeons do. And so I have spent the last 15 years learning what those Non-Clinical decision-makers want to know.𝐀𝐧𝐝 𝐢𝐟 𝐲𝐨𝐮𝐫 𝐤𝐧𝐞𝐞 𝐣𝐞𝐫𝐤 𝐫𝐞𝐚𝐜𝐭𝐢𝐨𝐧 𝐢𝐬 "𝐥𝐨𝐰𝐞𝐬𝐭 𝐩𝐫𝐢𝐜𝐞"?You should unfollow me. Or change the channel.Because they want the best product they can afford.They want the best product money can buy. 𝐇𝐨𝐰 𝐝𝐨 𝐘𝐎𝐔 𝐩𝐫𝐨𝐯𝐞 𝐭𝐨 𝐧𝐨𝐧-𝐜𝐥𝐢𝐧𝐢𝐜𝐚𝐥 𝐩𝐞𝐨𝐩𝐥𝐞 𝐭𝐡𝐚𝐭 𝐲𝐨𝐮𝐫 𝐩𝐫𝐨𝐝𝐮𝐜𝐭 𝐢𝐬 𝐭𝐡𝐞 𝐨𝐧𝐞 𝐭𝐡𝐞𝐲 𝐬𝐡𝐨𝐮𝐥𝐝 𝐖𝐀𝐍𝐓?Role play it. Why would Supply Chain like your product line?How about Infection Prevention?How about the Service Line in which you sell? You can do this.I will help.#sales #medicaldevices

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Salespeople, imagine you're a doctor specialising in diabetes. 👨⚕️You get talking to someone and ask if they regularly feel thirsty, hungry or tired despite getting plenty of water, food and sleep.They don't.❌ Do you try to persuade them they have diabetes?❌ Do you start a pitch about your new insulin therapy technology?✅ Or do you simply move on, safe in the knowledge your time is best spent elsewhere?Just like the first consultation with a doctor is to diagnose rather than prescribe….…the first goal of sales prospecting is to find people with problems rather than sell a solution.Trying to persuade, cajole or arm-twist someone into buying an irrelevant product is a waste of everyone’s time.If in doubt, think like doctor.❌ “Our XYZ solution is amazing!” 🙄✅ “Do you ever have any of the following problems…?” 🙌Good selling! 👊🏼😎 #Sales #Birmingham

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What is LinkedIn all about? It's about "Networking" with others to create relationships that create a "Yield" or a desired "Positive Outcome". So, here we go with a real, genuine "Test" of my and your LinkedIn Networks. And, I'd love to hear from you directly on this as "This" is AWESOME! And YES, it is real.... It's all about Who YOU KNOW!* Unique Residual Income Opportunity ** Just Make A Warm Introduction ** Tremendous, Perpetual Financial Opportunity *Through my entity, PRO ATHLETES TEAM, we are SEEKING:Anyonethat can directly introducePATand its Medical Partner to any ofthe following that are Currently Treating“Hard-to-heal"/Chronic Wounds:- Wound Care Doctors- Mobile Wound Care Specialists- Podiatrists- Dermatologists- Primary Care DoctorsIf you know one of these clinicians, or a member of their staff, or even a family member of the doctor whereby you can directly introducePATfor a 5-minute call to share about something that willHelptheir patients and beBeneficialto their clinic, we'd like to haveYOUjoin ourTEAMas aPAT Referral Partner.ToLearn More, go to www.proathletesteam.com where this message is posted on the homepage. Then, click in the description "HERE" to complete the form, and schedule a 15-minute personal call with Gary Reasons who will completely explain the opportunity. I look forward to speaking with those of you who can make a "Warm Introduction" to any of these clinicians/contacts. Trust me, this IS Worth The Effort!!Make a one-time introduction, continue earning into perpetuity!$$$$Let's GO!!!

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