Selling Medical Devices in this Difficult Healthcare EnvironmentJoe Hage
http://medgroup.biz/meddevsales Medical Devices Group member Mike Sperduti shares the medical device selling strategies he effectively uses for GE Healthcare, Becton Dickinson, and his other medical device clients.
Mike, himself a medical device manufacturer, covers winning strategies for product launches, implementing contracts, and turning around under-performing territories.
Very well received on the live presentation. You're welcome to listen to the replay at http://medgroup.biz/meddevsales.
A smooth and effortless onboarding process is critical to customer success.
Yet, onboarding is multi-faceted. The first touches on the customer journey can be a mix of product, people, and processes, adding to the complexity of the task.
For that reason, it can be difficult to know what to prioritize, how to improve, and even where to start.
While NPS and CSAT are essential to a solid Voice of the Customer Program, Customer Effort Score (CES) has proven to be the best CX metric to measure onboarding success.
How to Generate More Leads by Changing What You SaySalesScripter
Being a sales person is like going to battle. Everyday you are in the trenches fighting fierce competition and doing what you can to survive.
The words you use are your weapons. They are what you use to grab the prospect's attention, to build relationships, to position yourself ahead of the competition, to defuse objections.
The better your pitch, the sharper your weapons are. If your pitch is not tight, it is as if your blades are dull. They may work a little and kind of get the job done, but you are not going operate at a consistent level of excellence.
Selling Medical Devices in this Difficult Healthcare EnvironmentJoe Hage
http://medgroup.biz/meddevsales Medical Devices Group member Mike Sperduti shares the medical device selling strategies he effectively uses for GE Healthcare, Becton Dickinson, and his other medical device clients.
Mike, himself a medical device manufacturer, covers winning strategies for product launches, implementing contracts, and turning around under-performing territories.
Very well received on the live presentation. You're welcome to listen to the replay at http://medgroup.biz/meddevsales.
A smooth and effortless onboarding process is critical to customer success.
Yet, onboarding is multi-faceted. The first touches on the customer journey can be a mix of product, people, and processes, adding to the complexity of the task.
For that reason, it can be difficult to know what to prioritize, how to improve, and even where to start.
While NPS and CSAT are essential to a solid Voice of the Customer Program, Customer Effort Score (CES) has proven to be the best CX metric to measure onboarding success.
How to Generate More Leads by Changing What You SaySalesScripter
Being a sales person is like going to battle. Everyday you are in the trenches fighting fierce competition and doing what you can to survive.
The words you use are your weapons. They are what you use to grab the prospect's attention, to build relationships, to position yourself ahead of the competition, to defuse objections.
The better your pitch, the sharper your weapons are. If your pitch is not tight, it is as if your blades are dull. They may work a little and kind of get the job done, but you are not going operate at a consistent level of excellence.
If there’s one thing that the current crisis has illuminated for most companies, it’s that in the modern workplace every department – from accounts payable, to human resources, to legal – needs to be able to communicate, collaborate, and do their best work from anywhere, not just the office. We know that there are a lot of different software vendors that offer solutions for automation this download will provide you with an RKLeSolutions Resource Review. The purpose is to give a quick overview of a variety of automated solutions, allowing you to decide which platforms to research more deeply and which of their webinars are worth attending.
Your VoC Programme is underperforming - and you know it WebinarFuturelab
The webinar to go with the whitepaper Your VoC Programme is underperforming and you know it - do something about it: https://www.linkedin.com/posts/stefankolle_your-voc-programme-is-underperforming-and-activity-6656138043298324480-t96j
How to Transform Your Orthopedic Program Into A Destination CenterWellbe
How do you excite all levels of the organization and motivate them to move towards one true north? The key is creating focus, energy and alignment.
- Learn how to listen and connect with the voice of your customers (VoC), the voice of your business (VoB) and the voice of your employees (VoE)
- Break down department silos and create a thriving team culture eager to drive innovation and improvement
- Delight your patients and watch 'word of mouth' marketing become a major driver of sales for your program
Stephanie Allison is the founder of Right Brain Left Brain. Stephanie is a Biochemical Engineer from Auburn University. She has more than 20 years of experience in scientific industries, from nuclear and chemical to medical device and healthcare. Early in her career she was exposed to Lean Six Sigma, changing and improving her engineering approach to become much more about people and process interactions. Steph has saved millions of dollars utilizing her Master Black Belt certification in Lean Six Sigma while simultaneously creating positive culture environments.
The future for performance management, quality and true continuous improvement for local council planning services. Uses much of the data that councils already send to government, supplements it with some new approaches to customer and quality feedback, and brings it all together in one tidy, holistic report.
This presentation discusses post transaction surveys, which can be done via integrations.
We talk about the reasons for a post transaction surveys. We talk about how to approach customers to get them to take your surveys and how to communicate to your customers. We talk about how to plan out the methodology and sampling.
We also talk about the various scores in research that are the right tools to calculate various scores to measure Customer Satisfaction Score, Net Promoter Score, and Customer Experience Score. We go over how to use these scores and when to use them.
If there’s one thing that the current crisis has illuminated for most companies, it’s that in the modern workplace every department – from accounts payable, to human resources, to legal – needs to be able to communicate, collaborate, and do their best work from anywhere, not just the office. We know that there are a lot of different software vendors that offer solutions for automation this download will provide you with an RKLeSolutions Resource Review. The purpose is to give a quick overview of a variety of automated solutions, allowing you to decide which platforms to research more deeply and which of their webinars are worth attending.
Your VoC Programme is underperforming - and you know it WebinarFuturelab
The webinar to go with the whitepaper Your VoC Programme is underperforming and you know it - do something about it: https://www.linkedin.com/posts/stefankolle_your-voc-programme-is-underperforming-and-activity-6656138043298324480-t96j
How to Transform Your Orthopedic Program Into A Destination CenterWellbe
How do you excite all levels of the organization and motivate them to move towards one true north? The key is creating focus, energy and alignment.
- Learn how to listen and connect with the voice of your customers (VoC), the voice of your business (VoB) and the voice of your employees (VoE)
- Break down department silos and create a thriving team culture eager to drive innovation and improvement
- Delight your patients and watch 'word of mouth' marketing become a major driver of sales for your program
Stephanie Allison is the founder of Right Brain Left Brain. Stephanie is a Biochemical Engineer from Auburn University. She has more than 20 years of experience in scientific industries, from nuclear and chemical to medical device and healthcare. Early in her career she was exposed to Lean Six Sigma, changing and improving her engineering approach to become much more about people and process interactions. Steph has saved millions of dollars utilizing her Master Black Belt certification in Lean Six Sigma while simultaneously creating positive culture environments.
The future for performance management, quality and true continuous improvement for local council planning services. Uses much of the data that councils already send to government, supplements it with some new approaches to customer and quality feedback, and brings it all together in one tidy, holistic report.
This presentation discusses post transaction surveys, which can be done via integrations.
We talk about the reasons for a post transaction surveys. We talk about how to approach customers to get them to take your surveys and how to communicate to your customers. We talk about how to plan out the methodology and sampling.
We also talk about the various scores in research that are the right tools to calculate various scores to measure Customer Satisfaction Score, Net Promoter Score, and Customer Experience Score. We go over how to use these scores and when to use them.
Top mailing list providers in the USA.pptxJeremyPeirce1
Discover the top mailing list providers in the USA, offering targeted lists, segmentation, and analytics to optimize your marketing campaigns and drive engagement.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Recruiting in the Digital Age: A Social Media MasterclassLuanWise
In this masterclass, presented at the Global HR Summit on 5th June 2024, Luan Wise explored the essential features of social media platforms that support talent acquisition, including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok.
5. PRODUCT
(FEATURES)
TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
ELECTRONIC HEALTHCARE RECORDS (EHR) SOFTWARE
DIFFERENTIATION TARGET VALUE PAIN QUESTIONS
CUSTOMER
EXAMPLE
BENEFITS
• Easier and quicker to access patient
information
• Streamline administrative processes and
patient care
• Improve the quality of care
• Decrease patient no shows
• Streamline billing processes to get paid
faster
• Share information with other
providers/facilities Improve profitability for
the practice
PAIN POINTS
• Not able to easily and quickly access
patient information
• Administration is more expensive with
paper records
• Quality of care could be improved with
electronic records
• Patient no-shows are costly to profitability
• Manual processes slow down billing and
getting paid
• Difficult to communicate with other
providers/facilities
• Profitability is easily impacted by
inefficiencies
PAIN QUESTIONS
• How easy is it for you to quickly access
patient information?
• How much of a priority is it to make
processes more efficient?
• How do you feel about using paper
records?
• How concerned are you about patient no-
shows?
• How helpful would it be to get paid faster?
• How difficult is it to communicate with other
providers/facilities?
• How much of a priority is it to improve
profitability?
CURRENT STATE
QUESTIONS
• Are you using any type of EHR software
today?
• Who are you currently using for EHR
software?
• What processes are still using manual and
using paper documents?
• Who in the organization is responsible for
systems and processes?
• When does your current agreement with
your provider expire?
• How many facilities do you have?
• How many employees do you have?
• What is your current patient no-show rate?
• When was the last time you looked at
improving this area?
8. VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Reason for the call is that we help business owners to:
• Easier and quicker to access patient information
• Streamline administrative processes and patient care
• Improve the quality of care
• Decrease patient no shows
• Streamline billing processes to get paid faster
• Share information with other providers/facilities Improve profitability for the practice
But I am not sure if you are needing to improve those areas is why I am reaching out.
9. If I could ask you real quick:
• How easy is it for you to quickly access patient information?
• How much of a priority is it to make processes more efficient?
• How do you feel about using paper records?
• How concerned are you about patient no-shows?
• How helpful would it be to get paid faster?
• How difficult is it to communicate with other providers/facilities?
• How much of a priority is it to improve profitability?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
10. • Are you using any type of EHR software today?
• Who are you currently using for EHR software?
• What processes are still using manual and using paper documents?
• Who in the organization is responsible for systems and processes?
• When does your current agreement with your provider expire?
• How many facilities do you have?
• How many employees do you have?
• What is your current patient no-show rate?
• When was the last time you looked at improving this area?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
11. A lot of businesses I talk to are concerned about:
• Not able to easily and quickly access patient information
• Administration is more expensive with paper records
• Quality of care could be improved with electronic records
• Patient no-shows are costly to profitability
• Manual processes slow down billing and getting paid
• Difficult to communicate with other providers/facilities
• Profitability is easily impacted by inefficiencies
Are you concerned about any of those areas?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
13. • Decrease EHR headaches and issues
• Decrease time spent working in the software
• Improve coordination with other facilities and providers
• Decrease lost revenue and expenses
• Communicates better with other facilities and providers
• Better at capturing lost revenue and expenses
• Quicker to enter and access information
• Easier to use and set up
DIFFERENTIATION TARGET
LONG-TERM HEALTHCARE PROVIDERS
• Make something work
better
• Make something easier
• Decrease time
• Increase revenue
• Decrease costs
• Decrease risk
• Improve visibility
VALUE
IMPROVEMENTS
DIFFERENTIATION
14. IMPROVEMENTS CHALLENGES/CONCERNS
DIFFERENTIATION TARGET VALUE PAIN
LONG-TERM HEALTHCARE PROVIDERS
• What is the opposite of the
improvement?
• What problem goes away
with the improvement?
• What problem starts to
happen if this improvement
is not provided?
• Decrease EHR headaches and issues
• Decrease time spent working in the software
• Improve coordination with other facilities and providers
• Decrease lost revenue and expenses
• EHR software is slow and difficult to use
• Frequent EHR issues and headaches
• EHR does not connect with other providers/facilities
• Not able to see lost revenue and expenses
15. CHALLENGES/CONCERNS
• How often do you have issues or headaches with the current EHR system?
• How do you feel about the ease of use of the current system?
PAIN QUESTIONS
• How important is it for you to connect your system to other facilities or
providers?
DIFFERENTIATION TARGET VALUE PAIN QUESTIONS
• How important is it to be able to see lost revenue and expenses?
• Frequent EHR issues and headaches
• EHR software is slow and difficult to use
• EHR does not connect with other providers/facilities
• Not able to see lost revenue and expenses
18. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Reason for the call is that we help long-term healthcare providers to:
• Easier and quicker to access patient information
• Streamline administrative processes and patient care
• Improve the quality of care
• Decrease patient no shows
• Streamline billing processes to get paid faster
• Share information with other providers/facilities Improve profitability for the practice
But I am not sure if you are needing to improve those areas is why I am reaching out.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
19. • Are you using any type of EHR software today?
• Who are you currently using for EHR software?
• What processes are still using manual and using paper documents?
• Who in the organization is responsible for systems and processes?
• When does your current agreement with your provider expire?
• How many facilities do you have?
• How many employees do you have?
• What is your current patient no-show rate?
• When was the last time you looked at improving this area?
VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
20. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Well that is why I am reaching out because we help long-term healthcare providers that
are already using an EHR system to:
• Decrease EHR headaches and issues
• Decrease time spent working in the software
• Improve coordination with other facilities and providers
• Decrease lost revenue and expenses
But I am not sure if you are needing to improve those areas is why I am reaching out.
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
21. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
• How often do you have issues or headaches with the current EHR system?
• How do you feel about the ease of use of the current system?
• How important is it for you to connect your system to other facilities or providers?
• How important is it to be able to see lost revenue and expenses?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
23. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
A lot of long-term healthcare providers we work with are concerned about:
• Frequent EHR issues and headaches
• EHR software is slow and difficult to use
• EHR does not connect with other providers/facilities
• Not able to see lost revenue and expenses
Are you concerned about any of those areas?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
24. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
Based on what you have shared, it might make sense to talk more because as I
mentioned, I am with [Company] and we provide an EHR software platform and it differs
from what you have in a few key ways:
• Easier to use and set up
• Quicker to enter and access information
• Communicates better with other facilities and providers
• Better at capturing lost revenue and expenses
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
25. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
• We worked with a long-term healthcare provider and they were not able to connect
their system with other sites.
• We helped to solve that by implementing our EHR software platform.
• This not only connect all of their facilities on the same system, but ultimately they
were able decrease areas were profits and expenses were being lost.
Key: Customer | Pain Point | Product sold | Value Point
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
26. VALUE
POINTS
PAIN POINTS
CURRENT
STATE
QUESTIONS
PAIN
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE
But I have called you out of the blue and I am not sure if this is the best time to discuss
this.
Are you available for a brief 15 to 20-minute call where I can share some examples of
how we have helped long-term healthcare providers to:
• Decrease EHR headaches and issues
• Decrease time spent working in the software
• Improve coordination with other facilities and providers
• Decrease lost revenue and expenses
Are you available on Tuesday or Thursday morning? Or are you available to continue
talking about this now?
VALUE
POINTS
PAIN POINTS
PAIN
QUESTIONS
CURRENT
STATE
QUESTIONS
CUSTOMER
EXAMPLE
PRODUCT
OPEN
CLOSE