Getting attention in the medtech space can be a challenge. For any given category in Europe alone, you might have 5,000-10,000 practitioners that are potential customers for your product.
At the same time, there might be an established competitor in your sector that has already made inroads with the customer base. Pair those factors with a declining face-to-face culture in medtech sales, and you’re left with the need to radically change how you take your products to market.
The ticket to standing out is actually quite straightforward. You need to know who you’re targeting and use the right messaging to appeal to their interests and goals. In other words, you need to have more visibility into your customers than ever before, and use that to target them with the right solution. But what does that look like in practice?
Actionable data – or insights into your customer that guide you in the sales process – is crucial here. As you or your sales reps head into a conversation with a prospect, you should be equipped with information around their practice, their expertise, their research focus, and their online activity. These are all things that will first determine whether the prospect is even the right fit for your product and then, if they are the right fit, guide the conversation in ways that are immediately valuable to them.
Remember: knowledge is power. This level of customer profiling is a critical part of being an impactful player in your space. By making you more efficient, and driving positive impressions with your prospects, data-rich customer profiles are a game changer for medtech companies.
At Toxeos, we’re excited to partner with our customers to build robust customer profiles and make it easier for them to target prospects effectively. Get in touch to learn more.