In this video quick answer, Steffen Haerterich, Global Head of Omnichannel at GE Healthcare, shares his thoughts about software’s role in the move to inside selling. Here’s what he said –
Check out this short video, or read the full transcript below.
Yes, everyone is doing inside sales these days, because you have to. But in fact, what you have is an outside sales team helping customers remotely. So, now you should think about the hybrid model.
How do you work together? And also capture the digital breadcrumbs from those web channels and feed the information to the sales enablement, CRM, tools, and platforms at the right time to those reps? It doesn’t matter these days if it’s outside or inside sales, right? It’s someone approaching a customer digitally.
So, the handoffs are supercritical from one channel to the other. From one customer touchpoint to the next one, whoever is picking it up. And this is where I see one of the biggest opportunities for medical rep software to help close that gap.
And like I said, to create that transparency between what has happened with the customer and what could be the next step.
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