Today, the typical B2B buyer expects more of a consumer buying experience from sellers. They expect sellers to know them, know their business, and have a bias toward making them successful. In short, they expect excellent customer experience. Companies that understand this outperform those that don’t.
Buyers in the healthcare market are also spending more time online. As a result, modern sellers must engage in the digital world to meet their customers where they are and to connect on a different level. This can be challenging in the highly regulated healthcare industry.
Delivering the customer experience that differentiates your organization requires sales representatives to work as a consultative advocate with an unquenchable curiosity for how they can help solve critical business or practice issues.