Streamline Your Lead Generation Funnel B2B for Healthcare with airSlate SignNow

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hello so we are here because we have a problem there are people who have amazing solutions to offer uh whether it's their brain power skills products and their solutions aren't getting to the people who need them the most and this can be for a lot of reasons sometimes somebody might be new to b2b sales or enterprise sales or new to the healthcare industry or a bit of both and i just wanted to share some tips that might help you get further along in the sales process in a little context my name is amelia i'm the owner of solutions by amelia and i'm a registered nurse by trade been in healthcare for over 10 years and i'm also a business owner i've been in b2b sales for the past three to four years most recently i had a client that was a fortune 200 company so when it comes to enterprise sales b2b sales and i was the first sales i was a consultant not necessarily a hire for a company right before they got their vp of sales and it was a healthcare startup so um i'm familiar with healthcare i'm familiar with sales and i wanted to share some tips um shared simply that might support you in getting along quicker and faster and easier in your journey so we're at med stack and this was a linkedin post and i just wanted to share some context besides jumping right in before just jumping right into sales pipeline um talk but somebody that i knew tagged me in this post right and so this is what it is this is best practice um and i'm all about sharing best practice again as a healthcare expert i don't just share information because i saw it on a webinar someplace and the person sharing it seemed nice i like sharing stuff that's actually based in things that work in real life and best um best practice scenarios so this is medstack i'm not affiliated with them at all but this is a post that really clearly talks to their ideal buyer and customer in a way that engaged over almost 300 people to react to this in some way and even if a lot of these reactions were people tagging other people and this is again is on linkedin so um let's just look over this um and this isn't even an a sponsored ad or anything this is just came up in my feed somebody who knows about the problem that i solve tagged me here they said they saw this they thought of me because again i work with startup founders who want to get known in their industry whether it's the healthcare industry or something else they really want to tell the story of why their work matters to the world and they're struggling with articulating their unique value standing out from other people who do similar things and connecting with the right people so um med stack let's just read through it the need for digital services has never been more pressing this must watch webinar for health on digital health startups covers all the basics you need to confidently sell and scale in this free webinar you will learn what protected health information is why it matters how protection is enforced what the impacts on commercialization um what what the impact is on commercialization of your product how to be compliant with the privacy and security regulations and how um successfully to sell your digital healthcare products so this is medstack they serve a similar group of folks in a different way that i do um and maybe i'd love to collaborate with them in one day because i know about hipaa regulations my first um corporate or first consulting role was with a hipaa compliant solution we consulted with companies who either didn't have a hipaa compliance solution or they wanted to get more visible but they knew that they needed to have a dedicated person caring to ensure that they maintained a state of hipaa compliance and hipaa compliance is a state of being it's software it's tech and it's behavior it's all of that so um in any case that's the problem that i solve and people know that and they know that i love helping startup founders be successful and get wins and when it comes to showing up and being visible especially in the healthcare world we do have to have a conversation about hipaa so any case looks like they are um attracting a similar group of people but they're offering a different level of service maybe they help you with the technical side but any case i don't quite know but long story short um they clearly are showing that they're here to solve a specific problem hipaa 101 for startups basic right and this is what their um their caption is hipaa 101 webinar for digital health startups watch now and so again lots of people liked it a lot of these comments were tagged and um and people were replying to that but in any case so what can you take away so clearly show the specific problem that you solve for your ideal client how are you helping them win the day there is a great example that's called the job to be done theory google job to be done and milkshakes and how are you showing that you will help your ideal client when their day so let's get into the sales pipeline because um this key to any successful business of any scale is having a pipeline that has a good amount of leads coming in that are being moved through a specific sales process and you're closing deals on a regular basis and there's lots of ways to explain the sales process lots of people have different ways i want to almost say they all work as long as you have a process you can have something to measure um just like vital signs you have vital signs that you can measure and see if it if the person and if the system is the process if the business is healthy by way of measurements that's how we can determine health that's how i determine health that's all i know how to determine health is by um having a measurement that's my background again i'm in health care um you might come from a different background and you have another way of measuring health and if that's been working continue to do that great um so your sales pipeline um prospecting is simply um finding people that you might be able to do business with and this is prospecting gold for me right all of these almost 200 people who would be interested in hipaa 101 for a startup they might also have questions about messaging about articulating your their unique value about talking about their value proposition about telling their story about getting known in their industry and developing a reputation these almost 300 people are leads for me so that friend that knows the problem that i solve knows who i like to connect with tagged me in this post and um and also sent me a linkedin message that says hey i saw this and thought of you um she knows my ideal folk so these are really almost 300 leads that i could be actively working if i wanted to right so that's another great thing when you have a clear message you'll have an of uh army of people who are seeing opportunities and tagging you in them that says hey you know what you need to look here your people are over here um you know take a look at the people who've engaged in this connect with this company follow them show up on their webinar answer questions in their community and and whatnot but any case back to sales pipeline prospecting finding future customers with a problem you can solve and develop a relationship with them so it can look like this it can look like a lot of things lead source it's really great to have a constant flow where is your lead source could it be a linkedin post yes um could it be a podcast um yes could it be a community of people who um are getting a particular problem answered in a facebook group or linkedin group or on a webinar or in a podcaster's community yes it can be all of those things could it be facebook ads could it be um google ads um yes it could be all of those things but pick a lead source or to um stick with it so you can measure it instead of um you know jumping all over the place and having a whole bunch of resources you're not really quite sure where your best leads are coming in um considerations your conversion rate and your sales cycle and healthcare sales cycles can typically be longer and you can absolutely shorten that by way of a few things i like referrals by design and strategic partnerships by design that's an entire process that i could talk about on a different um i guess video but in any case you can absolutely shorten that till cycle um research you know what are they talking about what's important for them to know and let me just pause this one second okay so what's um what are they talking about what's important to them and how can you empower them to win their day um also going back to a messaging framework when you are telling the story of why your work matters to the world it really matters that you have a framework that is interesting and brings people into a story that they're interested in and they want to continue with you on the story and there's lots of frameworks out there there's one in particular i like but again i have other videos about that um and if you want a link to that just let me know somehow um qualification do they have a budget are they motivated and do they have an authority to buy so you might say you know i'm new to health care how do i find out you know who has a budget and who not who does not there's tons of ways to find that out a very simple way i'm going to reference you to a place in fact let me pause here and go get that resource so this is the one of the many information sources that would make sense for you to have someone on your team who is staying up to date with what's going on in the healthcare industry there's lots of ways to do that lots of channels to stay tuned into i'm not going to say one channel is better than another um because again they all work but however you're tuning into it um this will tell you who literally has money um so let me click over here for so this is their news um this is news sometimes they talk about you know who recently got a different a new round of funding um this is also good to sign up here because you know they'll give you a weekly um update on you know who got what let's go back to an update from march um 2020. so these are some of the headlines so um recent funding boom here you are there's a high chance that there are these are companies that have budget of some sort to solve a problem um another way to find you know who has a budget is to see what they're hiring for so go through to these companies see what they're literally hiring for go to indeed go to angel um see what they're hiring for there's tons of ways to find out what companies um are actually paying for and if they have budget um motivation and authority you know are you talking to the right person and you also can get that information through a job posting um and if you again need support with that feel free to reach out follow up follow up and nurture qualified leads after they've been qualified you don't want to of course spend time with people who aren't a great fit um after you realize that they're qualified um lots of things you can do um long story short i see lots of people not follow up sometimes they're just happy that they found somebody who has a problem that they can help them with that has a budget that seems motivated and sometimes people can just get get happy because of that and then stop it makes sense to follow up and nurture and um have a defined and documented cadence um a way of reaching out i like basho i like dream 100 those are both things that you can absolutely research to get more information about um build a relationship where they are um it's 2021 the world hasn't quite opened up just yet um however social selling is an absolute thing closing sales over on via social media aria slack is actually happening now in real life um it happened pre-covered postcovid that's just where people are especially people of a certain age group um and you might say that your decision makers are not on social media you know they're not on slack um just by way reminder the oldest millennial is pushing 40. so there's a high chance that your decision makers person who is controlling budget people who are leading decisions um they're digital natives um that's just a fact of life um direct mail telling a story tell you can easily also tell a four-part three-part story via direct mail again that's a kickback to the dream 100 strategy from the book the ultimate sales machine um and read the book it's great and if you need support with implementing it please think of me decision making content maybe they just need help and support making a decision maybe they um and that i've been in that when i've done on sales for enterprise level companies um sometimes especially in healthcare they just want proof that this worked for someone else they don't want to be the first one out there flapping in the wind with it with a new solution um they want to know who else who that has this work for so they want to see a case study and if you got the case study by way of a plot pilot or maybe it was like a smaller project with a lesser-known company um they just really want to know has it worked for somebody and you can display this by way of a one-pager or a landing page or a blog post or even a webinar there's lots of ways you know you can choose to do it but it really does make sense for whatever decision-making content you have your marketing team develop make sure that they're following a consistent story make sure that the story that's being told over the webinar is the same story that the landing page is telling that's the same story that the blog post tells that's the same story of the case studies or one pagers and how do you do that you do it by having a messaging framework there's lots of frameworks out there but after that make a small commitment that commitment invite them to make a small commitment as you study sales you'll hear about the idea of having a series of yeses um getting your future customer to make to say yes um because people we like to be consistent if we said yes to a first meeting we most likely will say yes to a second meeting and if we can also say yes to being shown um a demo um we're typically we like to be consistent so get a small commitment that they can say yes to is it reviewing material and then meeting you back so that you can see what they thought about that thing that they reviewed it could look like that invitation to a meeting again this is just a sample sales pipeline you may skip steps you may not have some of these steps i just wanted to give you examples of what a sales process looks like um based on what i've seen work in real life and what other people have also done um invitation to a meeting and then close one it's just really good to um track of course you can measure you know the number of meetings that have ended up in a when or last that's just gives you that just gives you data points to make decisions moving forward and then after you've won and after you've lost especially when you're just starting out have a recap meeting of what worked and why it worked um sometimes after you get a win it can be so easy to just be happy and excited and that nobody's really paying attention to what worked so that we can replicate and duplicate success um um stronger commitment maybe down the line um off-boarding and then referral partner rating fan um you know putting them into that pipeline project plan so a project plans are super important i have a couple of videos um if you were to go back i think related to project marketing management about project plans um but when it comes to finding your affiliates or strategic partners or channel partners or clients or referral partners there's a specific process it looks like finding them where are they they're everywhere they're all around us they're gathered around things are interested interesting to them they might all be here right depending on what i have these um almost 300 people they might be great referral partners they might be great strategic partners clients or whatnot but they're they're everywhere reach out reach out get a yes that yes could look like a yes to a first meeting second meeting of various things it could look like hey you know i like to invite you onto my platform i have professional water cooler chats um on linkedin i have water cooler chats with people who are doing interesting things um are these water cooler chats with people that i want to work with not necessarily sometimes they're with people that i think might be interesting are they interesting for another professional associate are they interesting for future collaboration are they interesting for a potential client are they interesting for a potential client of mine um and so i know i like matchmaking so when i said a match for one of my clients that's what i meant but are they a match for um uh a referral partnership you're right you know what could they send me people i don't know i don't know i typically get a good idea after i have a conversation with them and why not have a conversation with them um and get to know them in a way that other people can also get to know them too um because i have a good i guess it might might be my nurse spidey sense i have a good idea of being able to tell um lots of stuff about people um rather quickly it's a gift don't know how to translate it to other people um but that's that any case get a yes perform on whatever you said that you're gonna perform on offboard nurture optimize and repeat so whatever you get out of this i really really really do want you to know where all of your opportunities are at a glance you do this by getting a pipeline tool of some sort there's lots of them out there a spreadsheet excel trello asana on pipe drive um all work um salesforce is extremely robust hubspot is extremely robust um and it really makes sense to automate automate a system that works so it really makes sense to try this out and trello asana pipedrive optimize it and then amplify a process that works because you absolutely can ample amplify and automate noise and chaos that is absolutely something that can happen wanted to keep this under 20 minutes so i'll stop here my name is amelia owner of solutions by amelia let's connect and we can keep the conversation going