MedTech + Mindset Newsletter #028

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We work with high performers who are motivated to increase compensation or revenue and eliminate compromising your happiness, freedom, or health.

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Thanks, Matt Tucker

1.  Why the new medical sales representative has to think like a mini-marketer

Insight from Matt Tucker 

As a sales representative in the medical product and medical device community, it is important to remember that selling is only one part of the equation when it comes to success.

In order to really break through the noise and get the appointments you need to have the opportunity to sell, you must also be a mini-marketer.

This means taking the information you are given from marketing and customizing it to your own voice, asking thought provoking questions, and providing interesting facts that increase knowledge.

By doing this, you will become a valuable resource to your customers, and they will be more likely to want to do business with you.

How can you be a more valued resource to your customers? 

Some ways to be a more valued resource to your customers include:

• Becoming an expert on the products you sell and the industry as a whole
• Spoon feeding new information to your customer so they don't have to work hard to keep up with industry trends
• Developing thought provoking questions that challenge conventional wisdom
• Being available to answer questions and provide support long after the sale is made 

By focusing on becoming a more valuable resource, you'll not only make it easier for customers to do business with you, but you'll also stand out from the competition. 

Why shouldn't marketers do this work for you? 

You want this in your voice, not theirs. Challenge marketing teams to give you general talking point templates with the most salient points that have been tested with customers and give the highest interest ratings. But take that information and tweak it or frame it in your own language. 

This is important so when you show up live to a customer, they can recognize you...and connect your messages to your words and voice when you are face to face. 

So how do you break through in your messages and content as a sales professional? 

Here is a model. You can use it in email, when recording personalized video messages, or writing on social media to attract customers and interest. 

Model:

• Greeting
• Compelling question
• Interesting fact
• Offer to help them confront the compelling question you asked 

or

• Greeting
• Interesting fact
• Compelling question
• Offer to help them confront the compelling question you asked 

The most important part?

You - breaking through the noise by OFFERING to help solve a big and pertinent problem...showing that you can be a trusted partner in the treatment of diseases and conditions.

2. ROI and Clinical Validation Will Determine Digital Health Startups’ Success in 2023, Investors Say

Insight from Matt Tucker 

Going into 2023, investors think the abilities to demonstrate ROI and clinical validation will be the most important factors determining digital health companies' success, according to a new report. While the ROI factor is a given, clinical validation “is the best signal of patient value and historically has been under-captured in digital health," said Sunny Kumar, a partner at GSR Ventures.

Read the full article 

My take: this opinion is because most digital health companies have yet to produce compelling clinical trial data --and investors hope that real-world evidence is enough to convince payers and providers to adopt (and pay). 

What do you think?

3. Maintaining momentum and optimism regarding your career

Insight from Matt Tucker 

Maintaining optimism in your career can be difficult, but it's not impossible. Here are a few tips to help you stay positive:

1. Set lofty goals. If you don't have lofty goals you don't have the opportunity to do work that inspires you. If you aren't inspired, your interest in your career will wane.

2. Take time for yourself. It's easy to get wrapped up in your career and lose sight of the big picture. But it's important to take time for yourself and enjoy your hobbies and interests outside of work. This will help you stay refreshed and motivated.

3. Find a mentor or support group. It can be helpful to have someone you can talk to about your career concerns. A mentor can give you advice and support, while a support group can provide a sense of community and shared experiences.

4. Stay positive. Believe that you can create and design anything you'd like to see in your professional life! No one is perfect, and you're bound to make mistakes at some point in your career. But it's important to learn from your mistakes and keep redefining what you'd like to see out of your career.

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That's it for this week.

 — Your Friends at the M+M Team.

 
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