Ted Newill shares stats on current landscape for med tech and med device sales reps, alternative approaches to gaining access to their buyers and how virtual in some instances is adding greater value than face to face.[9:20​] Virtual conferences have been a disappointment; associations are no happy.Alternatives Invest in website Identify leads from website and move them to CRM Educational webinars Downloadable white papers, gain data points showing level of interest Marketing automation software Rank the level of interest and turn it over to sales rep{18:30​) Box truck shortage. What happened? companies are buying, renting or leasing box trucks and customizing them to a demonstration office.[20:11​] Targeted webinar- 5-20 people that really matter, interest them, get higher participation in webinar. EatNgage, do evening programs or lunch and learns.[25:16​] virtual selling can be an opportunity if you have a geographically large territory.Re-visit areas of your territory that have been neglected.[28:58​] virtuous circles within organization.Invite 10 doctors, mix customers with prospects.[31:26​] Trial options, create a wet lab kit for the doctor and walk him through the steps virtually[32:33​] ExplorOR Surgical, virtual platform, different levels for different kinds of products, you can add steps in to platform ensuring best practices. [38:45​] Goals to prepare for virtual presentations:[41:50​] Power point slides, are you able to navigate seamlessly to specific sections within the pp[43:03​] How to interreact in a virtual environment, understand the camera[45:47​] Examples of discussion points to for GPO’s, think outside of the typical contract thinking, how can you help?For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform. $495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars. 1:1 and group coaching packages available as well. To access our free one week Trial visit The K2 Sales Academy

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