Archives for October 2017

Relationship Management Basics for Sales Reps

As a sales rep, you know that your reputation revolves around your relationships with your clients, your industry contacts, your peers, and pretty much everyone you meet….ever. As a result, relationship management is one of the five keys to success as a medical device sales rep. So what are the basics?
ProSellus is on the case.

Keeping Up With the Ka-Social Platforms

No Kardashians this time around, but there’s plenty of Facebook, LinkedIn, and other social media platforms. While some contacts are best left in your phonebook on your smart phone or in your Gmail account, others belong on the web, too.

You can work wonders on LinkedIn regarding networking and territory scouting/expansion.

You can test out different pitch techniques with Facebook ads. Some of your clients might even be into Snapchat.

Use at your own risk kids.

Temperature Checks & Small Gestures

We’ve previously covered how establishing relationships can establish value. We even put together a handy list of the top 4 ways to establish value for clients. All of these revolve around relationship management.

Learning to pick up on nonverbal communication or incorporating small gestures into your routine with clients can instantly perk up any lackluster contact. 

Does one doctor really love Star Wars? Make a reference at your next meeting. See if you can parlay that into a discussion about that new medical device you just learned about. Even doctors are starting to do it with trust and transparency, changing ROI into IOR: “impact of relationships”. Checking the temperature of your relationships seems like a pain, but it’s like tending a garden or doing the dishes. In order to set yourself up for success (i.e. a good harvest or a clean sink), you have to put in the work.

Some of you might have noticed that I said this is just one of five keys to success. Want to know more? Email me Scottwalle@prosellus.com.
Otherwise you’ll have to wait until we publish the second key next month.

6 Medtech Blogs ALL Sales Reps Should Read

As a seasoned medical device sales rep, you know your general routine. You KNOW that if you don’t keep up every single day, you’ll fall behind even your farthest competitor. You also know, as a badass sales rep, that you always need to be looking for better, faster, more efficient ways to do things. ProSellus shares this philosophy, so we thought we’d save you some time.
Here are the top 6 blogs for medical device sales reps:

Hardware, Medtech, & Gadgets — Oh My!

One of the biggest aspects of being a sales rep is knowing your product. You also need to scout all of the latest advancements in medical technology to find potential new avenues for yourself and your customers. Then, you can leverage these advancements to produce profits and grow your business. But that’s another blog (coming soon…) For now, let’s focus on Medgadget

It’s a key source for all things medtech such as this new device that increases the number of minimally invasive surgery offerings.

Medcity News also offers fantastic coverage of all the latest news in the medical device world. Don’t forget Fierce MedTech with honorable mention to Fierce Pharma (for the pharma folks out there…) either. These discuss bigger implications of innovations and events from data encryption to finances.
Pro-Tip: if you haven’t set up Reader or RSS feed to manage your interests and article sources – do it.

Familiar Faces & Total Newbies

Mass Device shouldn’t be an unfamiliar site for any sales rep who’s been around the block a time or two. If it’s new to you — don’t worry. The world of sales might be a safe space, but the ProSellus blog is designed for pros and newbies alike. Speaking of intersectionality, Informa PLC’s Knect365 is another unique blog site for sales reps. It focuses on a plethora of subjects including the intersection of tech and all things medical (even mental health).
MD+DI from QMed continues this trend with articles like How Artificial Intelligence Could Save Healthcare. They also raise global questions of technological advancement and economic implications. Remember the terms “micro” and “macro” all the way back from high school economics class? Boy do those terms matter even more when you’re an adult.
See a blog you love that’s missing? Leave it in a comment below. Don’t forget to visit our LinkedIn page for more info and thought leadership articles. Another pro-tip: you can always email Scottwalle@prosellus.com if you want to talk shop about medical device sales.
Happy hunting sales reps!