The second annual Medical Device Commercial Leaders Forum took place in Brussels this week, and Qstream was there! This event brings together commercial excellence leaders from across Europe. As the #1 mobile sales performance platform in the global medical device market, Qstream was delighted to sponsor and participate in the event.
Louella Morton, head of Qstream’s international sales operations, gave a compelling talk on reinforcing reps’ understanding of core messages and critical selling skills by leveraging mobile infrastructure, simple game mechanics and brain science. “There are specific challenges facing medical device sales leaders in Europe today. To compete, reps must move away from selling features and benefits to a value-based approach, ” Morton observed. “There are also a lot more commercial buyers involved in the process; it’s no longer purely a physician-focused sell so reps need the full range of solution sales skills."
Speaking on the mission of the Forum, Geoff Cable, managing director at NextLevel LifeSciences explained his thinking. “We recognized there is no platform for sharing best practices in commercial strategy and operations for sales, marketing and education executives, specifically for the medical devices industry. The medtech industry is often five years or more behind the pharmaceutical industry in moving towards more ‘customer-centric’ business models and sales and marketing practices.”
“Industry leaders needs to evolve from a traditional sales force with ‘push’ sales approaches, to being seen by clients as a more value-added partner who offers real value-added content. More consultative ‘pull’ approaches need to be implemented, first starting with cultural change and in-depth training, as well as looking at new ways to engage key stakeholders through both traditional and digital channels, ” Cable added.
There was huge interest in Qstream from the delegates at the event, who saw the value of the platform to help develop the consultative sales approaches that were being discussed, as well as being an innovative way to keep products and technical information front-of-mind with representatives in distributors.
Learn how commercial excellence leaders use Qstream to address their sales onboarding, product launch, coaching and sales transformation challenges:
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