PLAYBOOK
Sales Success Playbook for Medical Devices
Digital selling has become a permanent strategy. Yet medical device manufacturers struggle to implement digital sales processes that deliver on buyer expectations.
To help you, we’ve identified the top challenges holding medical device sales professionals back and give step-by-step advice for implementing a digital-first sales strategy.
Key Strategies for Digital Sales Success
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The State of Medical Device Sales: Fifty percent of physicians and 80% of administrators prefer all or mostly virtual engagement, according to Bain & Company. Learn what that means for medical device sales teams.
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3 Challenges That Hold Back Medical Device Sales Teams: Discover the top three obstacles preventing sales reps from implementing a digital selling strategy.
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5 Best Practices for Enabling Digital Sales Success: Learn what top medical device sales teams do and the enablement technology they use to ensure their sales reps and account managers succeed.
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Real-World Examples of Top Medical Device Sales Organizations: Download five case studies of medical device manufacturers that are excelling in today’s digital sales world.
Explore the Foundations of Medical Sales Success – Preview the Intro
The medical device industry has experienced a significant shift, with digital sales practices now becoming the standard. Buyers increasingly favor virtual interactions and self-serve options, signaling that the traditional in-person sales model is no longer sufficient. McKinsey reports that 80% of B2B buyers prefer virtual engagements, while Gartner highlights that nearly half of buyers want to purchase without ever speaking to a sales rep. This shift is especially prominent in the medical technology sector, where Bain & Company reveals that 50% of physicians and 80% of administrators prefer virtual engagements, up significantly from pre-pandemic levels.
In response, medtech companies are adopting hybrid selling models that blend digital outreach, inside sales, self-service tools, and field teams. This approach extends their reach, accelerates the buyer discovery process, and lowers sales costs. Many companies are enhancing e-commerce capabilities to meet buyer demand for on-demand research and purchasing options, which also helps reduce costs, according to Bain.
However, challenges remain. Research from Prophet finds that life sciences and healthcare sales teams struggle with three key obstacles: ensuring reps have the necessary digital selling skills and processes, providing a high-quality digital experience while maintaining personal relationships, and having consistent data and metrics for decision-making.
Top-performing sales organizations have overcome these challenges by adopting a digital mindset, collaborating with marketing, and replacing outdated systems. Download the Sales Success Playbook for Medical devices to get actionable advice, plus see real-world examples, to help your team succeed in this new era.
