instantly health

  Image by Gerd Altmann ffrom Pixabay I could have written a rant about how healthcare vendor sales executives are using LinkedIn to prospect. It doesn't matter if it's revenue cycle management, medical device, pharma, information technology, analytics, or any other vendor segment. But I didn't as that would have been too easy.  Unfortunately, there are some common characteristics in prospecting using LinkedIn, causing wasted time, effort, and rejection. But in thinking it over, I decided to provide some helpful tips for using LinkedIn for becoming more sales productive .   And maybe in the process, stop getting useless, poorly targeted, as well as disjointed sales emails and calls. Oh, and this goes for their employing companies too. Now that being said, I get that currency for being on LinkedIn is relationships, connections, networking, and the ability to prospect. I am good with that.   What I am not okay with is the seemingly increased amount of inappropriate ...

  Image by Buffik from Pixabay The SARS-CoV-2 pandemic has made it significantly harder to sell to hospitals, health systems, and academic medical centers. Why? Because the plethora of thought leadership begins at some point to lose the differentiation. The challenge is not just new content but using the thought leadership content combined with social media to sell differently. It's not what you know but how you apply that knowledge in a new and different manner. But when one isn't utilizing social selling tools of LinkedIn, Twitter, and digital stories, paired with a client testimonial for influencer and brand evangelism, the selling is more challenging. Social media selling is an amplification tool utilizing the Internet of Things that key channel segments are watching. Image by Gerd Altmann from Pixabay The use of social media selling isn't a features approach. The use of social media is a solution/thought leadership selling approach. It's an inbound advisory appro...