What happened to the Briefcase?
Joel Gaslin
I Write About Leadership, Sales, Marketing, and Healthcare Trends | Growth Focused Healthcare CEO and Commercial Leader | Board Member | Author
How many of us still lug around a big briefcase filled with all sorts of sales collateral? I don't and I wrote about why at Joelgaslin.com.
At Sightpath Medical, we use a software platform called Showpad for our teams to develop and deliver messages to clients and prospects. We're just getting started using it but early results are encouraging. We find that, when used, we gain insights, save money on printing and shipping and help move prospects toward a close.
What's interesting about this technology, too, is the universal access it affords our teams. Whether the interaction is happening on the phone, at a tradeshow or in a prospect's office, our messaging can be on-point and we gain important insights into what happens afterwards. All with just a swipe of the finger.
Couple this with content developed by Marketing aligned with choreographed selling situations described by Sales and the potential becomes eye-popping. Dare I say, transformational?
The Buggles recorded a song once called, "Video Killed the Radio Star." Perhaps they'll now record one called, "iPad killed the Briefcase."
I Write About Leadership, Sales, Marketing, and Healthcare Trends | Growth Focused Healthcare CEO and Commercial Leader | Board Member | Author
8 年Stan Herrin. As little as possible. Prospects and clients seem to enjoy getting the collateral delivered to them electronically, we get metrics on how often it's used, what action someone took with it and we save money on printing/shipping. What's not to like?
Principal at Physician Direct
8 年Interesting...do you still use printed sales collateral Joel Gaslin
National Sales Leader | Driving Revenue Growth in Medical & Dental Device Markets | Strategic DSO Account Leader | Specializing in Key Partnerships & Market Expansion
8 年I don't miss the days of carrying a briefcase filled with not only flyers and product inserts but the surgical and implant kits I was hoping to demo. I had a conversation with a marketing leader at a major device company just last week who said his biggest issue is getting their content distributed to and utilized by sales. It's good to see tools coming online to solve this problem.