In a typical healthcare sales cycle it could take 12 to 18 months to close a deal with one client. So much of that long stretch of time is spent showcasing the value of your product or service and how it solves a particular pain for prospects.
The challenge for a healthcare sales team occurs with the sheer amount of time your outside sales reps are spending in the field, shaking hands and working on closing deals. They don’t have the time it takes to also nurture the sales pipeline, bring in fresh, new leads, and provide educational sales value at the top of the funnel.
And that’s why the myth that you need to hire sales reps with clinical, healthcare experience is not true.
In fact, what a healthcare sales team really needs is reps who understand and have experience with identifying, nurturing and qualifying in highly targeted sales leads for your closers.
If you’d like to have more resources to keep your pipeline active, consider these four ways outsourcing an inside sales team helps drive your revenue potential:
- Identifying Decision-Makers And Influencers
The decision-making process for healthcare buyers is long and often involves a committee of people who collectively come to a sound verdict. The key is to identify decision-makers and influencers within a healthcare organization and have conversations with them from the onset.
- Consulting With Decision-Makers And Influencers
While your outside sales reps are in the field, your inside sales team is identifying the right people to call and starting to understand their business drivers. These influencers are then able to take this consultative, educational conversation and elevate it up the decision-making ladder.
- Uncovering Prospect Pains And Their Need For A Solution
As an inside sales team begins dialogue with prospective healthcare buyers, reps are trained to ask questions that drive out a prospect’s pain point. Sometimes a prospect may not even realize they have a pain, and a great inside sales rep can show them how something like outdated software is hurting their business. The inside sales reps understand how to elevate the need for a solution.
- Positioning Your Business As A Solution
Your inside sales team should be working to get your brand in front of the right audience. Whether it’s by calling a decision-maker or following up with a series of touch points in the form of educational emails and lead nurturing campaigns, creating that consistency is critical to staying at the forefront of prospects’ minds.
Of the above four benefits, zero are specific to healthcare. The only thing that’s specific to the healthcare industry is how much inside sales makes sense in terms of nurturing this long and rather complex decision-making process for healthcare buyers.
By now you’re probably asking yourself, “Well, don’t they need some understanding of how the product or service works? Doesn’t that require some previous knowledge of healthcare?”
We’re glad you asked.
Stayed tuned for Part 2 in this mini blog series, where we’ll discuss what your inside sales reps need to know about the healthcare product or service, and how trainable it all really is.
In the meantime, to learn more about how outsourcing an inside sales team is now a necessity for healthcare sales success, watch this video testimonial from CipherHealth.