Intelligent Sales Solutions for Medical Devices and Diagnostics

The evolution of the life sciences industry can be mapped to a few key trends that are dramatically impacting the future of medical device and diagnostics companies — including the need for increased innovation, rising customer expectations, growing pricing pressure, and continued consolidation.

On this webpage, we’ll explore these trends, the challenges that come with them, and the ways in which traditional business systems are ill-suited to meet those challenges. We’ll also introduce proven solutions that can help your business thrive in this new digital age.

CHAPTER 1: Industry Transformation

To understand how medical device and diagnostics companies need to adapt, we’ll cover four key trends and associated challenges, and how to evolve your business to stay ahead of them.

The digital revolution has given way to tremendous innovation — from mobile medical devices and healthcare apps to sensor-enabled pills and next-gen imaging. But this rapid innovation presents a variety of challenges. Medical device and diagnostics companies are under pressure to release new products more frequently against a changing regulatory environment, while also having to support a larger backlog of existing product lines. It’s likely regulatory compliance and scrutiny will increase, adding more time and complexity when bringing new products to market.

CHAPTER 2: Technology Gaps and Data

The business systems upon which life sciences organizations have historically relied on are not designed for the challenges ahead. There are four areas in which improvement is crucial: sales productivity, customer engagement, mobile accessibility, and data utilization.

Over the last 15 years, the number of sales reps in the industry has decreased by more than 20%.2 As such, sales teams today are under great pressure to maximize efficiencies. They must find better ways to reach their customers and spend more time on high-value activities. Toggling between disparate databases or losing precious hours to redundant, manual data entry are major obstacles to success. Unfortunately, for most industry systems, these obstacles are the norm.

20%

Decrease in the number of sales reps in the HLS industry

CHAPTER 3: The Salesforce Solution

How do you evolve your systems to keep pace with the disruptive transformation surrounding your business? How do you sell more with less face time? You need a complete platform of new tools — tools that enable you to meet rising expectations by selling more intelligently and more productively from anywhere at any time, while seamlessly integrating with your existing systems. In short, you need a CRM built for life sciences. Health Cloud is just that.

Health Cloud connects your patients, providers, and partners, allowing you to unlock the power of your data and leverage AI and automation to deliver commercial excellence.

An iPad displaying Salesforce's GUI.

Intelligent Sales

Salesforce gives you the perspective you need to understand where your sales are succeeding, but, more importantly, where they can improve and what next steps to take.

  • Enable greater field collaboration and communication
  • Forecast your pipeline more accurately
  • Improve territory management by combining forecast and industry data for real-time insights
  • Deliver more efficient field training by providing standardized sales and enablement in a single, central location

Sales Productivity and Customer Visibility

With Salesforce, all your data is in one place, and you have the tools to cultivate your leads and serve your customers’ needs.

  • Create and view a better pipeline of quality leads
  • Spot buying patterns across groups and facilities, then use built-in lead scoring, contact management tools, and intelligent next actions to close bigger deals, faster than ever
  • Guide reps through sales stages and teach best practices with a single engagement tool
  • Automatically capture sales activities and customer data
  • Accelerate sales cycles by engaging prospects with the right message, at the right time, on their preferred channels
  • Maximize rep productivity with efficiency-driven work spaces that cut time from every task

Mobilize, the way you want

As a mobile-first platform, Salesforce is perfectly suited to help you evolve into a mobile-first solution provider — helping your sales team meet rising customer expectations by giving them access to what they need when they need it and empowering them to collaborate more effectively than ever.

  • Enable your team to close deals anywhere at any time, with total mobile access to all customer information
  • Give your team the means to communicate instantly with peers, clinical specialists, product experts, or internal functions like sales, marketing, and so on
  • Foster and facilitate contextual collaboration on proposals, campaigns, opportunities, and dashboards
  • Create private deal rooms with customers, distributors, and partners
  • Improve sales productivity and effectiveness

The challenges presented by the trends we’ve discussed here are imposing — but with the right tools, they won’t stand in the way of building a bigger, better business. Learn more about how Salesforce can help.

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