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The conventional “lunch-and-learn” sales training tactics yield marginal gain. It is imperative that salespeople learn and understand relationships with the existing physicians, and any possible referral relationships that can aid a greater procedure volume. Armed with this information on their mobile platforms, the salespeople can effectively connect with physicians and increase revenue. However, while the existing sales tools have proved to be of little or no assistance to the teams owing to prolonged data-sync and availability time, the question is how do they boost sales? Look no further. The search ends at ProSellus. ProSellus was established with the sole purpose of changing the way healthcare salespeople approach their territory. In doing so, the company offers a simple, customizable, and intuitive sales acceleration tool— ProSellus, which assists the sales personnel and managers in driving growth in the healthcare industry. ProSellus provides healthcare salespeople with a fully customizable organizational structure and instantly transfers customer interaction data from the sales reps’ mobile devices to a secure cloud platform.
In his interview with CIO Applications, Scott Walle, Founder & CEO of ProSellus, and a seasoned medical device salesperson shares his insights into the company, the value proposition and the industry-grade sales technology solutions the company brings to the table. What are the challenges in the sales technology arena and how does ProSellus overcome them?
The first longstanding challenge for salespeople is choosing an apt approach to improve sales and profits after building a client list that usually comprises multitudes of data points. ProSellus accumulates all those data points to aggregate healthcare practitioners and displays it on a searchable platform, drops pins on a map, ranking those doctors, followed by delivering insights about Industry Relationships, referring Physician & Facility Relationships and even pharmaceutical prescribing habits. ProSellus empowers managers and salespeople to find healthcare providers with the right patient population, provide insights and analytics about them to drive significant growth in their territory.
The second challenge faced by salespeople is the complexity of tools encountered in the sales platform designed by people outside the sales force. Many of our potential customers today use a “big-box” CRM-type of platform with a plethora of tools not specifically designed for the sales team. This makes those tools extremely complex and hard to use. We test only the most critical points that managers and salespeople need and incorporate that into ProSellus with a simplistic and intuitive approach.
What are the key features ProSellus offers, and how is it different from the other platforms in the market?
A large number of medical companies purchase data regarding numerous healthcare practitioners and store it on an Excel sheet.
ProSellus empowers managers and salespeople to find healthcare providers with the right patient population, provide insights and analytics about them to drive significant growth in their territory
The FINDER function allows salespeople to effectively search geographies on a map in order to target the best opportunities for immediate business growth. This delivers quick, valuable data and insights to the sales force—data they would never have access to outside the organization.
Apart from the FINDER tool, we also possess a micro-CRM that can be internally integrated with the clients’ accounting and other systems creating a true end-to-end solution.
How do you initiate the client engagement process?
First, we provide our clients a template to choose from for basic customization and collaboration with other platforms. We then train their managers and salespeople regarding the use of our platform with a short turn-around time. Typically, it requires less than one week for a team to start working on the platform. Once we determine the clients’ terminology and requirements, it takes us less than two days to wrap our platform around the sales force and the organizational infrastructure.
Are there any support options you provide to your clients?
Any organization that purchases our platform receives complimentary support options. Our typical rollout is training the salespeople to become experts on our tool and assist the sales force within their organizations. ProSellus features an inbuilt Help function which allows the sales force to watch video tutorials on how to use certain functions of our tools, or request help from our support team who will quickly respond via call/email. We take pride in offering a simple, customizable and intuitive platform, and prioritize getting the end-users up and running without waiting for support.
Could you share a client success story to highlight the benefits your products brought to your clients?
One of our largest clients was using systems such as Salesforce and Pipedrive to manage their sales team, but, was unable to establish optimal customer engagement in order to achieve a higher compliance rate. The highest compliance rate or activities entered into the system was around 600 on a monthly basis. Within 90 days of implementing ProSellus in their infrastructure, the compliance rate drastically rose to around 4,000 activities per month. The client experienced a significant increase in customer compliance with the implementation of ProSellus platform in their ecosystem and is now able to perform seamless transfer of customer data and information, while efficiently choosing their sales teams to compel the customers.
What does the future hold for the company?
Currently, we are working on developing our own distinctive internal navigation system which will be released in the upcoming month. In addition, we are building a prospecting tool, ProSellus SmartSearch™, which will incorporate artificial intelligence (AI) and machine learning (ML) for assisting our clients in finding and identifying the best customers suitable for their products. SmartSearch™ is sure to revolutionize prospecting in the sales industry, and we will continue our patent process for this tool in the upcoming months.