Don’t let your sales team lead with the product.
I’ve led too many role plays where the sales rep begins by sliding a piece of collateral across the table and dives right into details about the product. No questions, no understanding of the patient population, no uncovering of pain. I’d like to say, that I never saw that when I was in the field traveling with sales. I’d like to say that…
Hopefully, as Marketing, you’ve done your homework. You know the competition, have had conversations with customers and understand the sales process. The tools you’re providing to sales are specifically designed to facilitate a conversation between the sales rep and the clinician.
Don’t just deliver the tools and check the box. You partnered with sales to create them, now train them on how to use the tools to step the clinician through the story that leads to your solution!
How do you partner with sales to enhance the customer conversation?