How to Create Organized Medical Device Sales Presentations

For medical device sales teams with 50 or more reps, the phrase "organized medical device sales presentations" might seem like an oxymoron. But MedTech companies that take the time to get it right can effectively deliver a unified healthcare sales story with ease. The question is, how is this possible when every medical device sales rep is unique, every deal is different, medical devices constantly evolve, and healthcare sales content seems all but impossible to regulate?

The truth is, most problems that stand in the way of organized medical device presentations are the result of three things: outdated technology, poorly-defined processes, and a 'this is how we've always done it' mindset in the MedTech industry.

Modern medical device sales teams of any size can deliver a healthcare sales story that is always on target, on brand, and up to date by sticking to a few simple guidelines and leveraging the right MedTech presentation tools. In this article, we'll show you how to overcome common stumbling blocks and use modern medical device sales tools and efficient processes to create organized medical device sales presentations that help MedTech sales teams crush monthly goals.

Before we dive into the nitty-gritty details, let's lay the foundation.

Organized Medical Device Presentations Must be Designed with Healthcare Branding in Mind

In some cases, medical device sales reps struggling to build organized medical device sales presentations are dealing with challenges tied to more systemic problems. If your MedTech company is playing fast and loose with brand messaging, it'll be difficult to get all your healthcare sales reps singing from the same songbook.

In an ideal world, your medical device company will have a detailed 'brand bible' or messaging guide that details your healthcare brand personality, voice, tone, and style (color palette, fonts, logos). This guide gives medical device sales and marketing leaders guidelines to follow when creating new healthcare content – ensuring that all their medical device assets are consistent. However, younger MedTech companies or medical device companies that have experienced hypergrowth are often still having a bit of an identity crisis, making it significantly more challenging to develop cohesive healthcare messaging.

If your medical device organization is suffering from a lack of brand clarity, step one in organizing your healthcare message is to work with leadership teams – and perhaps enlist the help of brand experts – to dial in these critical details for your MedTech brand.

Create Medical Device Sales Content With Organized Presentations in Mind

Many, if not most, medical device sales teams are armed with a 'one-size-fits-all' healthcare sales presentation. This presentation is usually a PowerPoint deck or Prezi with way too many slides, way too much text, and way too few visuals to effectively showcase complex medical devices to healthcare professionals.

Trying to build a singular piece of content that'll be persuasive to every diverse healthcare prospect you encounter is not only impractical, it's pretty much impossible. You'll just end up with frustrated medical device sales reps, and an affliction we like to refer to as 'medical device decks gone wild.' That's when, due to a lack of flexibility and safeguards, medical device reps go rogue and build their own version of the pitch deck - and leadership loses control over healthcare messaging. When that happens, things get real inconsistent (inaccurate, unattractive, and other unfortunate adjectives) real fast.

Modern medical device sales teams are taking a new approach: building modular healthcare content that can be quickly compiled into a custom deck designed to resonate with a specific healthcare account or prospect. Creating these medical device presentation modules (aka building blocks) allows medical device sales reps to cherry-pick brand-approved healthcare sales content that speaks to a prospect's hot-button issues, dramatically improving the relevance and performance of every single medical device sales presentation.

Organize Your Medical Device Sales Content in One Place

How many times have you ended up lost in keyword search purgatory, trying to remember what combination of random words will conjure up that medical device file you need? Then, you give up and finally ask marketing, and they send you on a wild goose chase to find a folder nested 10 levels deep that contains a specifically-named and dated mystery file with clinical data, and… you don't see it.

If you're like most of us in the MedTech industry, the answer is, "too many to count." We feel you. That's why we're huge proponents of moving away from the file storage systems of yesteryear (ahem… Dropbox?) and into a highly-organized medical device sales content library platform.

With a dedicated medical device presentation management system, your healthcare assets (modules) can be deeply segmented (ex; product photos, clinical data, executive bios, case study information). With approved medical device building blocks in place, reps have the flexibility to customize without changing the healthcare messaging.

Medical device presentation modules can be organized using tags that segment content into specific value propositions, topics, or healthcare persona types – making it easy for medical device reps to easily compile presentations on the fly for any healthcare situation. Healthcare content can (and should!) also be tailored to every stage of a prospect's buyer journey.

You can also use tagged assets from your medical device sales content library to build content for healthcare leads at various marketing funnel stages (top, middle, bottom) and with various lead statuses (cold, warm, hot). Being able to build medical device content that resonates with healthcare leads at every stage provides medical device sales reps with a quick and easy way to consistently keep prospects engaged and moving towards close while respecting each buyer's timeline.

Opt for Medical Device Sales Presentations Designed for Effective Sharing

Building efficient processes for a large medical device sales team is a huge undertaking. Ask any sales enablement or marketing leader in the MedTech industry how things go when they ask fifty-plus medical device sales reps to do something, and most will reply with some variation of – "it's like herding cats." But, when your MedTech team has a well-organized, digital healthcare content hub, leaders can spend a lot less time chasing and a lot more time optimizing medical device presentations.

Outdated technology also makes it hard to find or update "the most recent" version of any medical device sales or marketing asset. In many cases, you'll find dozens of versions of the same healthcare content floating around, changing ownership, and getting lost in random folders on digital drives. However, when you organize medical device presentation modules in a healthcare sales content library, assets all live in one place. And when you need to update them? Simply replace the existing file with a new file, and (chef's kiss) you're done. Everyone automatically has access to the latest and greatest medical device content without having to send out a million emails and track down and delete old copies of various healthcare presentations.

Sharing outside the MedTech organization is also much easier with a web-based, mobile-responsive medical device presentation platform. With modern healthcare presentation tools in place, a simple web link replaces bulky PowerPoint email attachments or Dropbox links that expire at the worst time. There are also no more compatibility issues with different machines, and healthcare prospects can view the medical device presentation on any device - be it an iPhone, Android phone, tablet, laptop, or desktop computer. Using a streamlined digital medical device presentation software tool also ensures healthcare prospects can forward content to other stakeholders without issue.

Track Your Medical Device Sales Presentations and Make Strategic Decisions

Whether a medical device rep is doing an in-person presentation or is emailing their perfectly organized medical device sales presentation to healthcare prospects, it's critical to be able to see what happens next. If an email is sent, does your healthcare lead open the medical device presentation? How long do they view it? Do they share it with anyone else in their healthcare organization?

And for MedTech marketing leaders – which medical device presentations are contributing to the most deals? Which healthcare modules do the best job of triggering a down-funnel action? Which medical device reps are most active? All of these questions are essential to improving your healthcare sales process by improving conversion rates at every funnel stage, which ultimately reduces the length of your medical device sales cycle. The right MedTech presentation tools will give you all the insights you need to make smart, data-driven decisions that will help you implement better medical device content and processes – faster.

The Easy Way to Create Organized Medical Device Sales Presentations

In the fast-paced world of modern medical device sales, organized medical device sales presentations are essential. They help to maintain a consistent healthcare sales story across medical device sales teams of any size. They encourage a streamlined approach to medical device sales content management that saves reps countless hours. And, they shorten medical device sales cycles by providing clear, concise information that requires less follow up with healthcare professionals.

Wondering how to get started organizing your medical device sales presentations? Take the first step by scheduling your 30-minute Hello Call with Nuvue today. You'll learn how to create the healthcare sales story your MedTech brand deserves, how to deliver it consistently, and how to empower your medical device team to sell smarter and faster than ever before.

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