How Can Sales People Engage with Customers Now?
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How Can Sales People Engage with Customers Now?
Bob Lempke is a partner and Chief Revenue Officer at Mobile Locker, an engagement platform for healthcare providers and others in pharma, life science and beyond.
He joined me to talk about the challenges and opportunities for sales people in the new environment (Covid) which doesn’t look to be going away anytime soon.
How Covid has changed the landscape:
Over 50% of HCPs say they will not go back to pre-covid protocols in terms of office access at any time in the foreseeable future.
Email as a communication channel with HCPs is up over 300% from pre-pandemic levels.
Virtual meetings are up to six times longer on average than a typical face-to-face session. (19. minutes for virtual vs 3 for face-to-face.)
New ways of engaging : A sales person needs to be able to engage customers by phone, email, zoom, webinar or whatever - maybe all in one day. In those longer meetings there may be more questions so you need to be prepared to go a little deeper in the conversation.
Measuring Content: Without as much face to face, how can one build those relationships to where a customer would say, “This person understands my situation?” Content that provides feedback on consumption. What gets opened? What gets read? This is the information that lets you see what specifically is of interest to a potential customer so you can personalize your communications.
Schedule a 15 minute chat with Chris about content.