Insights Q4 2018
Best Practices
Selling new/ innovative products may require more time meeting with customers – A smart way of using that time is with empathy. Using empathy to ask the right questions, is the key to asking better sales questions.
“A sequence of open-ended questions [that help] develop that buyer perspective – their needs, their challenges, the timing around [the deal], their authority – become best practices,” says Mark Roberge, Harvard Business School Lecturer and former Chief Revenue Officer of Hubspot’s Sales Division.
Key Takeaways:
- Every potential buyer will come to a sales meeting holding a specific opinion and perspective about their business. Ask the kinds of questions that challenge those views and offer up a new perspective.
- Using open-ended questions to get a deeper level of information from your buyer. Ask something like, “How does your organization currently make decisions about a new product?” From there, you can adjust your pitch to answer the potential buyer’s newfound perspective.
- Instead of fixating on your pitch and your features, take the time to learn as much as you can about the other person and view the situation with their eyes.
To read more from Mark Roberge’s article click here
Clinical Industry Update
Implications of coronary artery bypass grafting and percutaneous coronary intervention on disease progression and the resulting changes to the physiology and pathology of the native coronary arteries.
Fortier et al. Eur J Cardiothorac Surg. 2018
Key Takeaways:
- Clinical trials comparing PCI and CABG generally use the composite end points of death, stroke, myocardial infarction and target vessel revascularization to determine superiority.
- Other effects of these interventions, including the preservation of normal coronary physiology, the response of the coronary tree to stressors and the response of the vessel wall to the revascularization intervention, are not routinely considered, but these may have significant implications for patients in the medium and long term.
- For PCI, relatively small differences in clinical outcomes have been reported between bare metal and drug-eluting stents, and the latter seems to have inconsistent and somewhat unpredictable effects on the vascular biology of the coronary arteries.
- In coronary bypass, the use of arterial conduits is associated with superior clinical outcomes, better long-term patency and the preservation of essentially normal coronary function after intervention.
- A stent does not simply open a coronary artery, and a bypass graft does not simply route blood around a blockage. PCI and CABG can significantly affect the complex, dynamic functioning of the coronary arteries, in ways that we do not fully understand. This review attempts to provide a more complete picture of the effects of CABG and PCI on coronary arteries.
For more information (Article Attached).
New Sales Tools
The DuraGraft marketing sharefile has been updated to include all current DuraGraft selling tools and collateral. Please visit, somahlution.sharefile.com, to view and download all current materials.
- Delete all old files on your computer and other devices to ensure you are using the latest version.
- Familiarize yourselves with the approved documents and know what to use when.
You will find the following new and updated documents:
- MKT-076 Rev 001 Sales Support Deck
- MKT-078 Rev 001 Cardiovascular Therapy Email Banner (use this in your email signature).
