By using this site, you agree to the Privacy Policy and Terms of Use.
Accept
Health Works CollectiveHealth Works Collective
  • Health
    • Mental Health
    Health
    Healthcare organizations are operating on slimmer profit margins than ever. One report in August showed that they are even lower than the beginning of the…
    Show More
    Top News
    healthcare cybersecurity
    4 Helpful Tips on How to Protect Your Medical Practice Against Cyber Attacks
    October 24, 2021
    Health Check Diagnosis Medical Condition Analysis Concept
    6 Health Woes With Online Remedies
    January 19, 2022
    Eight Things Men Should Know About the Male Menopause
    Eight Things Men Should Know About the Male Menopause
    April 24, 2022
    Latest News
    6 Essential Strategies for Improving Your Medical Practice
    January 25, 2023
    Staying Positive While Living with Mesothelioma
    January 24, 2023
    The Many Health Benefits of Being Outdoors
    January 17, 2023
    How to Assess a Safe Placement of a Nasogastric or Nasoenteric Tube and Its Complications
    January 19, 2023
  • Policy and Law
    • Global Healthcare
    • Medical Ethics
    Policy and Law
    Get the latest updates about Insurance policies and Laws in the Healthcare industry for different geographical locations.
    Show More
    Top News
    Three Cheers for Sen. Hatch
    June 7, 2011
    Another Side of Don Berwick
    July 16, 2011
    Primary Care Reimbursement
    September 9, 2011
    Latest News
    Simplifying the Genetic Testing Process: How At-Home Kits are Changing the Game
    January 25, 2023
    9 Hospitals That Have Introduced Green Initiatives
    January 25, 2023
    Why a Health Retreat Can Be the Best Medicine
    January 12, 2023
    Best Money-Saving Tips for Health Managers
    January 12, 2023
  • Medical Innovations
  • News
  • Wellness
  • Tech
Search
© 2023 HealthWorks Collective. All Rights Reserved.
Reading: Why Telemarketing for the Medical Device Industry Deserves Ridicule
Share
Sign In
Notification Show More
Latest News
ABA therapist
Everything You Need to Know About Applied Behavior Analysis
Health
Small Lifestyle Changes That Can Have A Big Impact On Your Well-Being
lifestyle Wellness
The Future Of Medicine: How Immunotherapy Is Saving Lives
The Future Of Medicine: How Immunotherapy Is Saving Lives
Technology
medical practice and technology advancement
6 Essential Strategies for Improving Your Medical Practice
Technology
digital dental x-ray
How Does A Digital Dental X-Ray Work?
Dental health
Aa
Health Works CollectiveHealth Works Collective
Aa
Search
Have an existing account? Sign In
Follow US
  • About
  • Contact
  • Privacy
© 2023 HealthWorks Collective. All Rights Reserved.
Health Works Collective > Technology > Medical Devices > Why Telemarketing for the Medical Device Industry Deserves Ridicule
BusinessMedical Devices

Why Telemarketing for the Medical Device Industry Deserves Ridicule

Chuck Malcomson
Last updated: 2016/01/25 at 8:59 PM
Chuck Malcomson
Share
5 Min Read
SHARE

 

Contents
Telemarketing vs. Inside Sales vs. Pre Sales vs…Telemarketing in the Medical Device Industries4 Ways Our Clients Use “Telemarketing”

 

 

More Read

telemedicine business feature benefits

Building Telemedicine System: Features and Tips

The Technology and Services You Need to Open Your Own Counseling Office
Should Nurse Practitioners Form an LLC?
Maximizing Outcomes Through Effective Patient Engagement Strategies
How Much Does It Cost to Implement Telemedicine?

 

 

 

A post on inbound.org recently caught my eye. Not because it is untrue, mind you, but because the sentiment behind it just seems ridiculously out of touch with what it takes to succeed in the real world marketing.

It asks, “What’s the most crazy or funny story you have with a telemarketer so far?”

Of course, we all have them. Interruptive calls during a hectic family dinner. Offers of “free” vacations. Untold Nigerian fortunes waiting to be claimed.

In truth though, telephone work is a huge factor in the success of any modern day “inbound” marketing plan despite what inbound.org has to say.

Inbound marketing can generate untold fortunes in the form of sales leads for a medical device company. By now we know that inbound marketing, when executed properly, can deliver more leads at a lower cost then traditional marketing methods. HubSpot tells us this. 

What you may not realize is HubSpot, the inventors of the term “inbound marketing” employ Business Development Representatives (BDRs), today’s better, more effective version of “telemarketers” whose job it is to follow-up with leads by picking up the phone and calling them.

In fact, a recent LinkedIn search for “HubSpot Business Development Representative” showed 24 positions available. 

The “inventors” of inbound marketing have highly trained teams whose job is to reach out to their leads and start the sales process. Does your company (or agency partner) have a plan in place to reach out to any and all leads you generate?

In my judgement too many companies fail to call every lead they generate andfar too few marketing agencies offer this service to their clients. 

Telemarketing vs. Inside Sales vs. Pre Sales vs…

What you may think of as telemarketing has changed. More accurate descriptions include:

  • Business Development
  • Inside Sales
  • Pre Sales
  • Tele Sales
  • And the newest, Inbound Sales

While the terms and roles can be nuanced in the end the goal remains the same: increase sales by more effectively reaching out to leads and uncovering sales opportunities.

Telemarketing in the Medical Device Industries

 

In full disclosure, TSL Marketing (my employer) has a team of telesales professionals we are able to deploy for the benefit of our clients. Hearing our Business Development Team Members (BDTMs) work has opened my eyes to the importance and success of a robust phone sales operation.

4 Ways Our Clients Use “Telemarketing”

Lead Generation – This can mean traditional cold calling but it can also mean something much more effective. Combining social selling tactics and phone work with a list of target accounts to uncover sales opportunities.

Example: TSL is currently working on behalf of a top 5 (by global revenue) medical device manufacturer to increase sales of a new disposable product. BDTMs call into hospital decision makers and offer sample product. Account records, including samples provided, are then shared with the client’s field sales team.

Lead Progression – Not all leads are created equal. Smart organizations are reaching out to all leads in an effort to progress them down the sales funnel. This provides an opportunity to build a real human relationship with a lead, something a series of automated emails fails to do.

Example: Case Study illustrating the importance and success of combining inbound and outbound tactics.

Telemarketing – More traditional “telemarketing,”  surveys, audience profiling and customer satisfaction can be ascertained

Example: At TSL we are able to conduct customer satisfaction surveys that uncover valuable insights on medical devices like pulse oximeters.

 Sales Execution – This is where “telemarketing” is better labeled as Tele Sales or Inside Sales.

Example: TSL is currently working with a top 5 (by global revenue) medical device manufacturer to uncover sales opportunities for an update to a piece of diagnostic equipment. This includes reaching decision makers in an existing universe of accounts (hospitals) and compelling them to upgrade their existing equipment. Truly outsourced “inside sales.”

While it’s fun, and funny, to poke fun of telemarketing it is a mistake to think of it in the terms of years gone by. Progressive digital marketers, even the “inventors” of Inbound, are using modern methods to connect with, uncover and close sales opportunities over the phone.

This post orginally appeared on LinkedIn. 

TAGGED: healthcare marketing, telemedicine

Sign Up For Daily Newsletter

Be keep up! Get the latest breaking news delivered straight to your inbox.
By signing up, you agree to our Terms of Use and acknowledge the data practices in our Privacy Policy. You may unsubscribe at any time.
Chuck Malcomson January 25, 2016
Share this Article
Facebook Twitter Copy Link Print
Share
Previous Article 5 Healthcare Industry Issues of 2016
Next Article Why Clinicians Need to Embrace Their HIT Teams

Stay Connected

1.5k Followers Like
4.5k Followers Follow
2.8k Followers Pin
136k Subscribers Subscribe

Latest News

ABA therapist
Everything You Need to Know About Applied Behavior Analysis
Health January 26, 2023
Small Lifestyle Changes That Can Have A Big Impact On Your Well-Being
lifestyle Wellness January 26, 2023
The Future Of Medicine: How Immunotherapy Is Saving Lives
The Future Of Medicine: How Immunotherapy Is Saving Lives
Technology January 26, 2023
medical practice and technology advancement
6 Essential Strategies for Improving Your Medical Practice
Technology January 25, 2023

You Might also Like

green hospitals
Hospital Administration

9 Hospitals That Have Introduced Green Initiatives

January 20, 2023
saving money in healthcare
BusinessGlobal HealthcareHospital Administration

Best Money-Saving Tips for Health Managers

January 12, 2023
HR staff must deal with divisive views in healthcare
BusinessGlobal HealthcareHospital AdministrationPolicy & Law

HR Must Navigate Polarizing Views in Healthcare Workplaces

January 4, 2023
cybersecurity options for hospitals
BusinessHospital Administration

Should Hospitals Use SASE or Traditional Network Security?

January 4, 2023
Follow US

© 2008-2023 HealthWorks Collective. All Rights Reserved.

Removed from reading list

Undo
Welcome Back!

Sign in to your account

Lost your password?