Capitalizing on Niche Markets
Selling to Pediatric Hematology and Oncology Practices
There's no question that pediatric hematology and oncology practices are major players in a growth industry -- and that makes them attractive to vendors who are eager to get in on the action. With a careful strategy, your business can achieve financial success selling to pediatric hematology and oncology practices.
In the current business climate, pediatric hematology and oncology practices are looking for quality and affordability.
Quality products, a good strategy and a lot of hard work are requirements for companies who sell to pediatric hematology and oncology practices. Although there are market challenges, new entries to the marketplace can gain traction by applying a handful of proven sales principles.
Sales Management Tips
Sales managers can make a noticeable difference in both ROI and total sales revenue.
In this industry, sales reps tend to be highly motivated performers who are accustomed to working under tight deadlines. Even so, sales managers need to be careful to strike a balance between encouraging individual performance and maintaining a team atmosphere.
Don't neglect the fact that pediatric hematology and oncology practice owners appreciate team-based sales and marketing techniques and may react negatively to sales reps who seem overly disconnected from their sales unit.
Know the Competition
Companies who sell to pediatric hematology and oncology practices face no small amount of competitive pressure.
Although it may not seem like it, there are many other businesses that sell similar product lines. As a result, pediatric hematology and oncology practices are regularly targeted for prospecting and tend to be very knowledgeable about their buying options.
By researching the competition, you gain the ability to create an effective value proposition. Although there are many ways to research your competitors, discussions with pediatric hematology and oncology practices themselves may be the best source of information.
Message First, Targets Second
Messaging is an important part of a successful sales strategy. Confused messaging dilutes the sales cycle and makes it challenging for your customers to discern the value of your products.
Whenever possible, the identification of key messaging should be incorporated into a comprehensive planning process that combines sales and marketing into a comprehensive strategy.
The next step is to narrow the field to the contacts who are most likely to respond to your messaging. Although lead generation techniques are diverse, lead lists can be a useful resource for generating a list of prospects that are receptive to your messaging. Vendors like Experian are skilled at providing targeted lists of pediatric hematology and oncology practices that can be customized to your precise specifications.
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