Charles Alkire’s Post

Want to create distinction with doctors and other HCPs without overspending on designer cupcakes or gourmet pizza? Here are three ways: 👇 1. Ask questions your competition doesn't ask. The questions should show an interest in wanting to know what THE CUSTOMER thinks instead of just talking about your product. Instead of "Doctor, can I show you a new product we have for managing leg lengths during hip replacement?" ask, "Many of the joint replacement surgeons I talk to believe that restoring the natural center or rotation during hip replacement shouldn't be compromised just for proper tension and stability. What are your thoughts about that?" 2. Share useful information about problems, challenges, and issues you've heard in the prospect's specialty. "A doctor shared a story at a meeting I attended about how general surgeons are reducing their medical professional liability insurance rates by 22%. This isn't my area of expertise, but I wrote down a link to some information you might find useful." 3. Request feedback from customers you've done business with, especially if you expect it to be less than good. "Barbara, my company and I appreciate the business you send our way. I'm always looking to improve. How can I or my company improve how we serve you and your patients?" THE BOTTOM LINE: Let your accounts know you care more about them and their patients than you do about making the sale and they'll see you as more than just another sales rep with a pizza. Distinction wins.

“Targeted sales strategies and a customized approach: the key to success in the healthcare sector” As a healthcare founder, mastering sales and reaching the right target audience is crucial. What is important to keep in mind? Trust and credibility: In healthcare, trust is key. Patients and customers must be able to trust that the products and services offered are safe and effective. A targeted approach helps to build this trust. Complexity of products: Healthcare products and services are often complex and require a detailed explanation. A well-trained sales force can communicate the benefits and applications clearly and comprehensibly. Regulatory requirements: The healthcare sector is heavily regulated. An experienced sales team knows the legal requirements and can ensure that all marketing and sales activities are compliant. Addressing specific target groups: Different target groups have different needs. Doctors, patients and hospitals each have specific requirements and expectations. A tailored approach ensures that the message reaches the right target group. Competitive advantage: Effective sales and a precise approach to target groups can make the difference between success and failure. They help you stand out from the competition and gain a sustainable competitive advantage. Patient satisfaction: Ultimately, good targeting and effective sales lead to more satisfied patients and customers. Satisfied patients are more likely to recommend the services to others and use them again. By focusing on these aspects, you as a founder in the healthcare sector can not only get off to a successful start and generate initial sales, but also build long-term relationships with customers and patients. How did you build up your sales and what successes did you achieve? If you do not yet have a successful sales organization and lack access to health insurance companies, hospitals and doctors, then the healthcare founders network is the right contact for you. #healthcare #startups #sales #growth #gotomarket

Specialty Meds = Buy and Bill - We all know that Specialty Meds account for over 50% of the typical pharmacy spend and apply to a small percentage of covered lives. This class of Medications are huge profit drivers for Hospitals and Physician offices. They "buy" wholesale and "bill" Insurance at marked up rate. Is this the best approach for your self funded client and their employees and families? Ask your TPA if you can carve out J Code drugs - You may be surprised at their answer. No! Why is that? Do you have a Stop Loss Laser due to these type of expenses? At Benefitmall Self Funded Division we have alternatives to help reign in the runaway costs and improve care and patient satisfaction. The Stop Loss spreadsheet is the easy stuff, making a difference to overall cost and quality of care immediately is the "hard road." We help our brokers and clients take the "hard road" and make it easier. Give us a try and a challenge. #stoploss, #self funded, #self insured, #Jcode

📦 Elevating Efficiency and Branding for GBU Life's 1,500 Member Sales Team 🌟 GBU Life, a trusted life insurance and annuity provider, serves its loyal community through an extensive sales network. Traditionally, supporting the 1,500-strong sales team involved producing and distributing marketing materials across various departments. The challenge lay in the decentralization of marketing efforts, causing inconsistencies in branding, paper quality, colors and messaging. The solution? GBU's Director of Marketing and Community Development, Jennifer Stockdale, spearheaded a new Marketing department to streamline operations. GBU sought a singular partner for both brand consistency and efficient publication handling. Enter Heeter! We launched an online marketing portal, allowing GBU's sales team to easily access, order and receive their materials, all managed and distributed by Heeter. The results are impressive! Over 1,800 packages are shipped annually, liberating GBU employees to focus on marketing instead of mailing. Engage with Heeter for Improved Efficiency and Branding https://hubs.la/Q02fRzlf0 #Efficiency #BrandConsistency #SuccessStory

Crafting a sales process is an important part of a Bracing champion's role within your clinic. They should have a process in place that outlines each step in the customer journey of the patient/client. This keeps things running smoothly for all parties. Each step can be called a stage, and each stage should have the following: -Name the stage -What are the components of each stage? What is the role of the bracing champion and patient to ensure everyone is on the same page? -What are the criteria for a patient/client to be in each stage -How does a patient move from one stage to the next? What are some examples of stages within the customer journey? Stage 1 - Patient Identification: 🕵️♂️ The patient has been referred to the Bracing Champion. Stage 2 - Consultation: 🤝 The initial appointment. Stage 3 - Insurance/Reimbursement Check/Payment: 💳 Addressing financial considerations - What are the steps involved in this stage? Stage 4 - Fitting: 📏 How do you ensure a smooth fitting process? Stage 5 - Support: 🔄 How do you continue to assist the patient as they progress with the brace? What steps are taken to transform this patient into an external Bracing Champion? The primary objective of establishing this process is to guarantee that the patient/client has an exceptional experience when purchasing a knee brace, ensuring their satisfaction with the chosen product.

I’ve had a great couple of meeting this week with potential new referral partners. During a meeting today someone asked me, “what’s an ideal insurance client to All Med Pro Life Sciences? The answer that they thought I would give was something along the lines of “a Class 3 #medicaldevice manufacturer, one with commercialised products that are being supllied worldwide”….. Don’t get me wrong, this isn’t a bad scenario! However, the types of people and companies that I really love working with are #earlystage, pre-clinical #MedTech companies…. Why? Because I get to protect, supporting and risk manage businesses who are developing exciting, potentially game-changing medical technologies that really do, and will make a difference to the human race! #loveMyJob #lifesciencesinsurance

During a 20-year tenure at Concentra, John deLorimier has spearheaded various business units, encompassing sales, product development, marketing, customer experience and knowledge management. Throughout these strategic endeavors, the crux of our success has consistently revolved around three themes: access to care, quality medical outcomes and ease of doing business with our customers and payers. Over time these themes have remained the same, but how we accomplish them has changed dramatically. What was once manual workflows and process has now made way for how we leverage technology today. #riskandinsurance #riskinsider #concentra https://ow.ly/LH6k50SmO1o

“The difficult part was coming up with not just one ICP, but six of them, and then developing ABM strategies for each one individually." – Megan L., Marketing Operations Team Lead at Zywave. Insurance tech leader Zywave sells solutions across an entire industry, from individual brokers to national insurance chains, making it harder to personalize marketing efforts at scale. Today, Zywave's revenue team fully leverages 6sense segments and advertising to understand and develop personalized campaigns for each ICP. And they're seeing incredible results, including: 📈 157% increase in average opportunity value. 📈 136% increase in average deal value. 📈 126% increase in win rates. Kudos to Megan and her team at Zywave! 👏 Read more about Zywave's strategy and success: https://okt.to/Ly5v4w

This is the power of ABM, and 6Sense specifically. It is my go-to platform for ABM programs and strategy.

Discovery Don’t #12 Ignore Poor Solution “Fit” and Proceed with the Sale Have you ever purchased shoes or clothes that didn’t fit? Most likely they saw more closet time than their colleagues! Poor product or solution fit is a direct result of inadequate discovery (or worse, vendors who IGNORE what was learned in discovery and STILL push for the sale!). Why does it happen? The more complex a prospect’s situation, the more likely it is that confusion takes place about vendor offerings. And the more vendors that a prospect explores, the more confused they can become: “Which vendor had the biframulator function? I can’t remember…!” This is aggravated by inaccurate or (ahem) devious answers to prospect questions and demos that make products look much better than reality. What happens after the sale? If the fit is poor, the result will be a failed implementation or inability to achieve the desired objectives and ROI. This turns the customer into a Burn Victim, who won’t renew and will never buy from that vendor again! While compensation drives performance, those of us who are solely compensated for “new name” sales STILL risk the impact of poor product fit. Each customer who churns because of inadequate fit is a NEGATIVE reference and people who have suffered bad experiences tend to be vocal about them! Hospital Analogy: Your insurance, which costs a BUNDLE, didn’t cover your surgery, medications, or post-op care. The insurance company said, “’Life’ is a pre-existing condition, and we don’t cover that!” Solution? Do detailed discovery, especially with respect to the Specific Capabilities your prospects need and the associated value. Analyze and apply a numeric scale for product fit measurements and back away from any opportunity where fit is below a rational threshold. This is #12 from The Dirty Dozen of Discovery Don’ts – you can find all twelve here! https://lnkd.in/evUnp8YV You can find the full set of DO’s and DON’Ts in Doing Discovery: https://lnkd.in/g28PXx55