A tale which is also often heard, is that the Healthcare Sales Industry is behind the times when it comes to leveraging new sales technologies. We hear the terms “prehistoric operations” or “dinosaur tactics” when it comes to how a lot of these companies run marketing, business development and sales. In stark contrast, we continually hear about the latest CRM’s, Marketing Automation platforms, SEO companies, Social Media platforms, and Inbound/Outbound strategies. It’s quite dizzying when you really pay attention. So, my question is really pretty simple: Who’s buying all of this tech stuff?
Many companies are leveraging some form of automation as part of their “Tech Stack” or outsourcing agency assistance as part of their Go-To-Marketing strategy. Why wouldn’t you? Why would you continue to travel via horse when cars are available? Sure, the horse works and he can get you from point A to point B – but the car can do the same thing, in a faster, more efficient way. It’s a no-brainer. So, why are these dinosaur tactics still around?
I believe one of the biggest reasons a lot of companies and salespeople operate in prehistoric times is resistance to change. The world changes, yet for whatever reason, it takes some folks a lot longer to change with it. Then you see the unfortunate result, just as Nokia did. Dust.