The Buyer's Guide to Sales Enablement Platforms for the Medical Device Industry.pdf

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GUIDE The Buyer’s Guide to Sales Enablement Platforms for the Medical Device Industry
2 THE BUYER’S GUIDE TO SALES ENABLEMENT PLATFORMS Table of Contents Introduction Phase 1: Determine Your Readiness for a Sales Enablement Platform Phase 2: Build Your Team and Set Your Goals Phase 3: Research the Vendor Landscape Phase 4: Create a Shortlist of Vendors Phase 5: Issue a Formal RFP Phase 6: Build Your Business Case Conclusion 3 4 6 7 9 10 12 14
3 THE BUYER’S GUIDE TO SALES ENABLEMENT PLATFORMS Welcome! You’ve decided that it’s time for your Medical Device company to take sales and marketing to the next level with the help of a sales enablement platform. Sales and marketing organizations in the Medical Device industry are under continuous pressure to adapt to increased competition, a more demanding customer base, and the increased complexity of products. Overcoming these obstacles and excelling as an industry leader is not easy feat—so it’s critical for Medical Device companies to prioritize digital transformation to set themselves apart. A sales enablement solution is an important part of your organization’s digital transformation. Not only does the platform improve alignment between Marketing and Sales, it helps Medical Device companies increase speed to market, differentiate sales conversations, promote customer engagement, and streamline compliance. Organizations that have implemented a sales enablement solution have seen a 350% increase in content usage, 275% boost in conversions, and 65% more revenue generated by new reps. Additionally, Aberdeen has found that organizations with a sales enablement platform experience a 13.7% annual increase in deal size. Because of the significant investment of budget, time, and resources required to successfully implement a sales enablement platform, it’s critical to take a methodical approach to the process of buying and implementing this type of technology. Finding a vendor that is a partner to you throughout this process is crucial for ensuring success. This sales enablement buyer’s guide for Medical Device companies is designed to help you make sense of this process and will walk you through each step of purchasing a sales enablement platform—from research to the moment you sign on the dotted line. Introduction
4 THE BUYER’S GUIDE TO SALES ENABLEMENT PLATFORMS PHASE 1: Determine Your Readiness for a Sales Enablement Platform Timeline: 1 Week Key Stakeholders: Marketing, Sales, Operations Additional Resources: The Sales Enablement Readiness Checklist Ostensibly, you’ve begun reading this guide because you’ve decided that it’s time for your organization to purchase a sales enablement platform. The Process for Buying a Sales Enablement Platform in the Medical Device Industry
5 THE BUYER’S GUIDE TO SALES ENABLEMENT PLATFORMS It’s important to be certain that you’re ready, because a sales enablement platform is an incredibly powerful tool that will help you align teams, improve processes, enable compliance, and transform your organization. Additionally, thinking logically about your readiness for a

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