How an Agile Approach to MedTech Sales Delivers Success

Data is a resource. Like any other resource its value changes based on the way it is used. Therefore, customers are constantly reconsidering how they will make use of data. Consequently, the task of understanding the customer’s data needs is becoming more of a challenge.

Meeting this challenge means taking an iterative approach characterised by Selling Sprints.

Selling Sprints are a simple, and effective way to convert the unpredictability of selling into forward movement. Selling Sprints consist of a three-part pattern: prepare, engage, advance.

This repeating cycle perfectly matches the dynamic nature of selling and integrates specific techniques, skills, and tools to win.

This powerful approach is based on one simple idea: new information from the customer does not push the seller off their path, instead, it steers them onto the right one. Importantly, Selling Sprints keep the sales pursuit collaborative which is crucial for revealing the customer’s underlying needs.

Learn more about the Sprint Selling approach by downloading the white paper, The Future of Sales is Agile here.

Build Consensus to Address Implementation Concerns

An EY research report into the state of the MedTech industry concluded:

“If Medtech can’t strengthen its connections with the other stakeholders, it can’t extract real value from its connected devices.”

This finding reveals the value of building consensus and resolving risk.

Connected Medtech devices bring together a host of stakeholders. Therefore, the seller has a responsibility to demonstrate the feasibility of implementing the solution in a way that addresses each stakeholder’s needs while also easing their sense of risk.

This task has never been more challenging than in the MedTech industry. The seller must articulate how the solution will fit into an already complex and sprawling data environment. Moreover, the stakes can be high because the outcomes might impact patients.

Managing the complexity associated with sale is best achieved with a collaboration plan. The Collaboration Plan serves to align buyers and sellers procedurally and behaviourally. Events in the collaboration plan should include three key factors underpinning the sale: the operational aspects, the transitional aspects, and the financial aspects. Addressing these three areas helps manage resources, creates a timeline, validates the business case, and mitigates risks for the customer.

Agilely Meet the Customer's Evolving Needs