In the Healthcare Robotics B2B space, traditional marketing means disturbing your target potential customers by pitching your service or product to them through emails and sales calls. We call this strategy “Outbound Sales.” Decision makers are bothered with marketing messages and sales pitches, so buyers are even more likely to research online by themselves, before preparing to consult with a sales representative.
According to Adweek, 81% of consumers carry out online research before buying. When buyers have the ability to find your website, and get information to educate themselves, they are one step closer to connecting with you. This is part of the method called “Inbound Sales.” Inbound Sales includes making use of specialized content to bring in the interest of your prospective clients throughout your sales process.
The advanced technology leader HubSpot identifies the phases of the sales process as:
Prospect: Carrying out research to find new leads
Research: Finding out more on the potential customer and their companies
Connect: Contact potential customers
Advise: Make a customized presentation or discussion on your product or service
Close: Negotiate, provide a price or proposal, make the sale
Here are some ways to boost your Healthcare Robotics sales procedures:
Understand your ideal buyers
It’s hard to make a sale if you don’t know who you are marketing to. The first step to boost your sales process is to get more information regarding your leads and the companies they work for. The identities of your idea buyers are called Buyer Personas. You can build your Buyer Personas by conducting online surveys or in-person meetings. Learn about their troubles, goals, obstacles, and so on. You should also see if they are part of the Inbound Sales cycle and where they are. According to research by CEB International, the average B2B buyer is 57% through the sales process before connecting with a sales rep.
Create and provide informative content
Offering informative and relevant content will help make it easier for prospective buyers to find you online. On top of that, it develops you as an authority in the Healthcare Robotics market and win the trust of your leads. In the early stages of the sales process, you could give instructional content with blogs or infographics. Remember to use keywords in your URLs, blog titles, photo captions, and alt messages. This will help improve your search engine position and make you more visible online. In the final phases of the sales process, long-form content like whitepapers, ebooks, and webinars are very helpful to transform buyers.
Boost your landing pages
The landing page is the page that site visitors will come to after clicking your Call-to-Action (CTA). It gives you the chance to record your their information for more lead nurturing. In return for their information, your potential customers can get free premium content like a special offer, webinar enrollment, free report, or test. Make sure the content on your landing pages is as brief as possible. In many cases, just a name and email from prospects will be enough. Along with having great landing pages, the CTA needs to be engaging. In addition to that, it must produce a sense of urgency to get the person to act right away. “Buy now” or “Learn more today!” are great calls-to-action.
Train and retrain
According to a study be Get App, 92% of sales people agree that sales trainings have helped enhance their marketing methods. To enhance your sales process, you will have to continuously educate and retrain your sales group. Keep them updated on new solutions, products, and methods. Send them to workshops where they can learn even more. The more your sales team is educated, the more leads and customers you will draw in. There are of course lots of clashing training programs. For B2B sales in Healthcare Robotics, we advice HubSpot’s free online training called “Inbound Sales Training.”
Update your information
The type of information provided throughout the sales process can make or break a sale. You need to guarantee that your salespeople have the most recent and relevant information when pitching your services and products in the close phase of the sales cycle. This includes updated information like functions, advantages, and prices of your product or service. Be sure to update the info as much as possible. Offering the best information is a great way to make your sales process quicker.
Straighten your sales process to the Buyer’s Journey
The Buyer’s Journey has three phases: Awareness, Consideration, and Decision. Aligning your sales process to the buyer’s journey will help make your job a lot easier and create even more effective sales. Keep an eye out for signals that your leads are ready to move to the next phase of the journey. For instance, if a lead fills out a form on a landing page, they can be moved to the Consideration phase. If a person asks for a demo, they are more likely in the decision phase.
Use the best technology
There are many tools, applications, and software programs that can make the sales process less difficult and more effective. You can use a range of these devices to get more work done, but it’s a good idea to use an all-in-one tool like HubSpot CTM to get the best software functions for marketing, sales, and customer success in one spot.
The bottom line
Creating a reliable sales process is probably the thing that salespeople do best. But, just as kids grow to be adults, the Healthcare Robotics sales world is always advancing to meet the needs of your potential customers. This means it is important to match your actions with those of your leads when going through the sales process.
We’ve helped a lot of sales pros like you develop efficient, customer-centered sales strategies by means of Inbound. Don’t hesitate to schedule your cost-free strategy session to help you assess your current sales process and make it even better!