Sales Enablement: A Key Competitive Advantage in Selling Medical Devices

Sales Enablement: A Key Competitive Advantage in Selling Medical Devices Medical devices require a strategic selling process as the industry faces a set of unique elements and challenges. Sales reps within the medical device industry must present a variety of complex products that are continuously affected by changes in medical regulations. In addition to concisely mastering the art of a complex presentation, sales reps must simultaneously prove their product’s value and explain functionality within their brief meeting time with physicians and lab technicians. To best address these challenges, the medical device industry must move away from traditional methods, instead utilizing technology and mobile sales enablement solutions to ensure success in the space. By implementing mobile strategies into the medical device sales process, the sales team will be equipped with up-to-date content on the fly, dynamic solutions to guide complex conversations, and constructive feedback to streamline the entire sales process. Short Impactful Meetings A medical device sales rep sells directly to physicians and lab technicians, who usually have very limited time to spare. This requires that the sales reps conduct their brief sales meetings in hospitals, physician offices, operating rooms or laboratories. Such selling environments frequently lack internet access, limiting sales reps’ immediate access to collateral and forcing them to waste precious time looking for alternative sales content. As the selling process of a medical device is incredibly complex in nature, these short meetings are less than ideal for a sales rep to fully describe and disclose their products’ benefits. Due to these constraints, quick access to compelling content is pertinent to ensure a medical device sales rep can emphasize their product’s value. With a mobile sales enablement solution, these limited time slots are optimized and winning content can be accessed anytime, anywhere, on any device regardless of connectivity. Sales reps can focus on the prospect’s needs and differentiate their products from those of competitors. Sales reps at Infraredx, one of Showpad’s valued customers in the medical devices industry, have utilized Showpad to demonstrate their product’s value to their prospects through a concise five minute presentation. Infraredx’s sales reps have maximized their minimal time with physicians in the field, as they are enabled to quickly access current customer-facing content to prove the benefits of their devices to prospects. Simplify Complex Sales Conversations With such a vast offering of medical devices available to experts in the healthcare industry, physicians are approached daily by sales reps pitching different solutions. These devices range from complicated, high risk solutions to relatively simple, low risk solutions. All devices are unique, intended for a different purpose, and intricately created to address specific medical issues. With all of these factors combined, the medical device sale proves to be extremely complex, especially in such a minimal time slot. A sales presentation must be intricately

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