How Keshav Joshi Beat The Competition
Read more about how Outsell was used to promote blood bags to a premium Hospital
The year: 2017 ; The place: Mumbai
Keshav Joshi is a 35-year-old Sales Manager at a Medical Device Company that specializes in selling blood banking products to mid and large hospitals. A BSc in Biology, Keshav joined the healthcare sector 10 years ago as a territory sales representative and has gradually grown through the ranks. He lives in Thane, Mumbai with his wife and six year old daughter, Tania.
The company has recently partnered with an American company that sells premium blood bags, and Keshav has been tasked with educating and selling it to his set of customers – old and new at mid and large size hospitals across Maharashtra, Gujrat and Madhya Pradesh. Broadly his challenges are as follows:
To overcome these challenges, keshav turned to outsell
A sales enablement platform that equips Sales Managers like Keshav with the right set of tools to present product information in interesting ways and to be well-prepared for the meeting with the doctor.
Finally, the much-awaited day came and Keshav met up with the doctor at his hospital.
Just 10 minutes into the meeting, the doctor mentioned that he was using a competing product and there was no motivation to switch to Keshav’s.
Keshav had clearly anticipated this.
He launched the Outsell app on his phone to show the doctor a Comparison Chart of the company’s products against all its competitors. The parameters were classified on technical superiority, pricing, ease of use, warranty terms & conditions and Customer support. The doctor could also access a “How To Use” module that illustrated step-by-step the functionality of the product.
Using the Briefcase feature, which houses all the Product Data in one place, in Outsell, Keshav could clearly demonstrate key benefits of the product such as:
It’s high shelf-life resulted in savings of 35% over a year which was huge even for a premium Hospital like this one
Ease of Use:
The ease of installation and handling these bags made it convenient for nursing staff, thereby resulting in a reduction in operating time by 25%.
The extended warranty meant fewer replacements that had to be paid for, which further resulted in cost savings of 15%
The overall RoI from the product was higher compared to the competition and this was a deal-clincher for the doctor, who had originally perceived it as costly.
THANKS TO HIS EFFORTS:
Like Keshav, many Sales Managers before him have discovered that merely having information doesn’t help. The way it is packaged, or presented, makes all the difference while clinching a difficult deal. And that is precisely what Outsell helps them achieve.