#HITMC Transcript

Healthcare social media transcript of the #HITMC hashtag.
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Colin Hung @Colin_Hung
Warming up my WiFi for #HITMC chat...starting in just 1 min! https://t.co/daMg4SlOCC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: Warming up my WiFi for #HITMC chat...starting in just 1 min! https://t.co/daMg4SlOCC
Healthcare and IT Marketing Community @HITMarketingPR
Welcome to the monthly #HITMC chat. Today we will be discussing "The Secrets to a Foolproof Sales Enablement Strategy." See the article for details: https://t.co/VhAsKCkhNu Join us for the next hour! https://t.co/3HdTy0YWLi
Dalton Patterson @MrDollyPat
RT @HITMarketingPR: Welcome to the monthly #HITMC chat. Today we will be discussing "The Secrets to a Foolproof Sales Enablement Strategy."…
Healthcare and IT Marketing Community @HITMarketingPR
Let's take a second to introduce ourselves. Who do we have with us today? Has anyone started listening to Holiday music yet like me? #hitmc
Colin Hung @Colin_Hung
Hello #HITMC Colin here from warm sunny Toronto. So strange to have 70 degree weather in November! Looking fw to today's chat.
Healthcare and IT Marketing Community @HITMarketingPR
T1. What are some of the most successful sales content assets, materials or programs that you have seen/created (e.g. presentation deck, ROI calculator, email templates, etc.)? #HITMC https://t.co/Zj5vVlTaAd
Healthcare and IT Marketing Community @HITMarketingPR
@Colin_Hung Welcome Colin! Thanks for joining! It is very weird, I'm ready for snow #HITMC https://t.co/Bs3Loy4RfH
Dalton Patterson @MrDollyPat
Morning #HITMC from Springfield, MO // @CorroHealth! I am watching a cold front blow in and tweeting, it's pretty cool (literally)! Ready to learn from you all today. :)
Dalton Patterson @MrDollyPat
T1 -- @brightedge has been a game changer for me! Before I deploy ANY digital ads, drop pages, or even blog content, I run my content / keywords through this tool. IMO, this is the most effective SEO / organic reach tool I have come across to date. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@MrDollyPat @CorroHealth Welcome Dalton. Thanks for joining us today. I'll take the cold front over this weather in November...just doesn't seem right #HITMC
Colin Hung @Colin_Hung
T1 Hands down the most successful sales asset I ever created. It's the bedrock and the one asset that EVERYONE uses #HITMC
Jim Samuel @jwsamuel
Hi everyone from warm and sunny Philly. Home of Four Seasons Total Landscaping. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: T1 Hands down the most successful sales asset I ever created. It's the bedrock and the one asset that EVERYONE uses #HITMC
Colin Hung @Colin_Hung
@MrDollyPat @brightedge T1 Thanks for sharing that Dalton. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@jwsamuel Welcome Jim! Thank you for joining us today. #HITMC
Colin Hung @Colin_Hung
@jwsamuel Jim!!! So great to see you #HITMC
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
Hi all. I'm Shereese from Maryland #hitmc https://t.co/OTAh8oSTZq
Jim Samuel @jwsamuel
@MrDollyPat @brightedge I have used Brightedge and agree with your assessment. #HITMC
Melanie Hilliard @social_melanie
#HITMC I'm lurking for the first 30 minutes from unseasonably warm & sunny Michigan - sales isn't really my jam, but I'm all for sales enablement!
Vince Galloro @SunriseHlthComm
Follow 160 #healthcare trade journalists and outlets with my healthcare trades Twitter list https://t.co/H9RZZ03pGP #prpros #mediarelations #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
Repeat T1. What are some of the most successful sales content assets, materials or programs that you have seen/created (e.g. presentation deck, ROI calculator, email templates, etc.)? #HITMC https://t.co/Gy1TTVUJw1
Melanie Hilliard @social_melanie
RT @HITMarketingPR: Repeat T1. What are some of the most successful sales content assets, materials or programs that you have seen/created…
Britt @BrittLQ
@HITMarketingPR I think the best and most loved was a self guided video demo that reps could walk prospects through. It had pop up information baked into it which made it seamless for reps to walk through our technology #hitmc
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@MrDollyPat Hey, dalton. How are you? #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
@social_melanie Welcome Melanie. Thank you for lurking. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @jwsamuel: @MrDollyPat @brightedge I have used Brightedge and agree with your assessment. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@ShereeseMayMba Hi Shereese. Thank you for joining us today. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: T1 -- @brightedge has been a game changer for me! Before I deploy ANY digital ads, drop pages, or even blog content, I run…
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@MrDollyPat Very busy and very productive. Thanks. #hitmc
Catherine @CatSusk
@HITMarketingPR Interactive web content. Fun but useful tools to play with. #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
RT @CatSusk: @HITMarketingPR Interactive web content. Fun but useful tools to play with. #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
@CatSusk Very cool! Was it something specific that was built? #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
T2. What sales enablement strategies have not worked well or that have become tired? (e.g. direct email asking to book at demo)? #HITMC https://t.co/ghyCWftqxV
Colin Hung @Colin_Hung
@CatSusk @HITMarketingPR Any examples Catherine? #HITMC More than an ROI calculator right? :)
Jim Samuel @jwsamuel
@HITMarketingPR T1 A special website for smartphone users that was developed solely for young mothers-to-be in the Rio Grande Valley of Texas. #HITMC
Colin Hung @Colin_Hung
@social_melanie We all can use more sunshine in our lives right now :) #HITMC
Britt @BrittLQ
@jwsamuel @HITMarketingPR Very neat Jim. Did it provide specific information for moms to be? #hitmc
Catherine @CatSusk
@HITMarketingPR Yes. A database of publicly available information with a few ways to sort and filter the data. Users could make graphs and timelines. #HITMC
Colin Hung @Colin_Hung
@jwsamuel @HITMarketingPR T1 Interesting Jim. What was special about that site? #HITMC
Jim Samuel @jwsamuel
@HITMarketingPR T2 Community events. Attendance was dwindling for years. The pandemic just killed them off. #HITMC
Melanie Hilliard @social_melanie
RT @HITMarketingPR: T2. What sales enablement strategies have not worked well or that have become tired? (e.g. direct email asking to book…
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
T1 I'd have to say email campaigns that create a omni-channel experience. I've seen a few very creative ones. Not as good as mine, but creative, lol #hitmc
Dalton Patterson @MrDollyPat
T2 – Part 1: We are now in an industry, especially since the strike of COVID, where direct cold email marketing doesn’t work. 3 years ago, ALL of my campaigns were around an email first effort, now it's all about strategic personal approaches. #HITMC
Britt @BrittLQ
@HITMarketingPR In my marketing brain, I think Book a Demo has become tired. But Sales seems to still love it. I think audiences want something they can walk through themselves #hitmc
Jim Samuel @jwsamuel
@Colin_Hung @HITMarketingPR You reached it by texting a code to a number. Then you got a link to a site that was designed specifically for smartphones. Many in the area used phones for all Internet access. #HITMC
Jared Jeffery @Jk_Jeffery
Published research. And I don't just mean for @KLASresearch - when vendors do the legwork to get good data, it speaks to customers. #HITmc
Joe Babaian @JoeBabaian
@jwsamuel I hear The Four Seasons attracts the very best people. Only the best. Ignore the sex offender, m'kay? #HITMC
Dalton Patterson @MrDollyPat
T2 – Part 2: Do we email? Yes. BUT, remember, it’s a self-gratification nation. We must inform the direct impact and how quickly the impact takes place, AFTER determining PERSONALLY how we can help a department. #HITMC
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@BrittLQ @HITMarketingPR Yeah, I'm so over that. #HITMC
Britt @BrittLQ
@HITMarketingPR To add to that, I think it’s now “hip” to get mail. Doing a direct mailer that leaves a lasting impression can be very impressive. It will also stand out amongst my daily amazon packages 🤪#hitmc
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: T2 – Part 2: Do we email? Yes. BUT, remember, it’s a self-gratification nation. We must inform the direct impact and how qu…
Chintan Shah @chints2
@BrittLQ @HITMarketingPR Absolutely. Customers like being able to play around with tools and demos on their own before they are ready to buy. Interactive tools examples allow them to engage at the pace they are ready to. #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
RT @Jk_Jeffery: Published research. And I don't just mean for @KLASresearch - when vendors do the legwork to get good data, it speaks to cu…
John Lynn @techguy
Book a Demo works ok if you have an extremely novel solution that people want to demo. Otherwise, it's tough. #HITMC https://t.co/hk8iHJ4Y9v
Healthcare and IT Marketing Community @HITMarketingPR
Repeat T2. What sales enablement strategies have not worked well or have become tired? (e.g. direct email asking to book at demo)? #HITMC https://t.co/fd66pJXLha
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@MrDollyPat An email has to be part of a larger strategy to be effective. We now know, you need 11 touches to convert. By the time a customer comes your way, it has to seem like it was their idea. Email is part of the planting seeds to grow the relationship. #HITMC
Melanie Hilliard @social_melanie
RT @ShereeseMayMba: @MrDollyPat An email has to be part of a larger strategy to be effective. We now know, you need 11 touches to convert.…
Jared Jeffery @Jk_Jeffery
@jwsamuel @HITMarketingPR I think it depends on the event. HLTH was new and generating buzz. HIMSS was increasingly perceived as stodgy. #HITmc
Jim Samuel @jwsamuel
@BrittLQ @HITMarketingPR T2 Demos never seem to fully address what I needed to achieve. That's why I have never been a fan. #HITMC
Catherine @CatSusk
T2 - It depends on the sales stage, but case studies are great after you know they're interested. Done in a video, even better. Show KPIs, not just fluff. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@ShereeseMayMba @MrDollyPat So true Shereese! #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @CatSusk: T2 - It depends on the sales stage, but case studies are great after you know they're interested. Done in a video, even better…
Healthcare and IT Marketing Community @HITMarketingPR
RT @jwsamuel: @BrittLQ @HITMarketingPR T2 Demos never seem to fully address what I needed to achieve. That's why I have never been a fan. #…
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@MrDollyPat Maybe not 11, but close to that amount during this time. #HITMC
Jim Samuel @jwsamuel
@Jk_Jeffery @HITMarketingPR T2 Agreed. Some events will grow, others are dead. The ones that grow will have to really step up the productions. #HITMC
Colin Hung @Colin_Hung
T2 Cold-anything is tired. Cold-calling. Cold emails. Cold LinkedIn outreach. Honestly unless it's from someone I already know I'm not opening it. Special deals on things I want personally might be the only exception. #HITMC
Dalton Patterson @MrDollyPat
@ShereeseMayMba YES! It is not the date, it is the text message that leads to gathering the gumption to ask. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @chints2: @BrittLQ @HITMarketingPR Absolutely. Customers like being able to play around with tools and demos on their own before they ar…
Catherine @CatSusk
@BrittLQ @HITMarketingPR Totally agree! #HITMC
Dalton Patterson @MrDollyPat
@Colin_Hung Preach and retweet. #HITMC
Dalton Patterson @MrDollyPat
RT @Colin_Hung: T2 Cold-anything is tired. Cold-calling. Cold emails. Cold LinkedIn outreach. Honestly unless it's from someone I already k…
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: T2 Cold-anything is tired. Cold-calling. Cold emails. Cold LinkedIn outreach. Honestly unless it's from someone I already k…
Jared Jeffery @Jk_Jeffery
@jwsamuel @HITMarketingPR That - or give a different offering. We've seen a hunger for smaller events that prioritize a community feel over cattle-calls. @techguy and @Colin_Hung are good examples of marketing in that direction with their events. #HITmc
Healthcare and IT Marketing Community @HITMarketingPR
@ShereeseMayMba @MrDollyPat Is anyone seeing a significant drop in engagement during this time? #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Jk_Jeffery: @jwsamuel @HITMarketingPR That - or give a different offering. We've seen a hunger for smaller events that prioritize a com…
Melanie Hilliard @social_melanie
Louder for the people in the back! If they ain't coming to you, they're not interested #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
T3. In your opinion, what is the difference between sales enablement vs general marketing? Is there a distinction? #HITMC https://t.co/bwtqatB6lG
Jared Jeffery @Jk_Jeffery
@Colin_Hung It's batty. We live in the most connected time in history. Get to know me. Laugh at my memes. THEN talk to me about your product. Takes the chances I listen at all from 0 to 100. Whether or not I buy is a different story. But you miss the shots you never get to take. #HITmc
Joe Babaian @JoeBabaian
With @AmericanAir returning the #737MAX to service, will you fly? Pilots and others have concerns about the complexity of new #FAA emergency procedures. cc #hcldr #HITMC #hitsm
Colin Hung @Colin_Hung
@social_melanie T2 The unfortunate thing is that it still yields results. Send enough cold emails or do enough cold calling and you WILL get someone who happens to be interested. It's just not worth the effort expended #HITMC
Britt @BrittLQ
@social_melanie So true. How do we convince Sales of this? I find some teams and even leaders want to still do “cold” tactics #HITMC
Dalton Patterson @MrDollyPat
@HITMarketingPR @ShereeseMayMba Not necessarily, but we have seen an opt out increase for legacy brands, because people just don't have time for cold sales. We use our mass email communications sparingly, because we don't to be annoying and damage brand, or impact the reach of our contact book for 2021. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: @HITMarketingPR @ShereeseMayMba Not necessarily, but we have seen an opt out increase for legacy brands, because people jus…
Chintan Shah @chints2
Sales enablement should allow the sales team members some flexibility to customize assets for their prospects. Keep consistency and message, but allow for some personalization and context. Sales should be very skilled at those aspects. #hitmc
Jared Jeffery @Jk_Jeffery
@Colin_Hung Also my memes a pretty great so it's not even that hard an ask. #HITmc https://t.co/0zBStpM51H
Catherine @CatSusk
@HITMarketingPR @ShereeseMayMba @MrDollyPat Yes. If your product/service isn't essential, it's not likely to be approved. #HITMC No bandwidth for "nice, but not a must".
Dalton Patterson @MrDollyPat
@Colin_Hung @social_melanie and not worth the damage to your brand, IMO. #HITMC
Britt @BrittLQ
RT @chints2: Sales enablement should allow the sales team members some flexibility to customize assets for their prospects. Keep consistenc…
Healthcare and IT Marketing Community @HITMarketingPR
RT @chints2: Sales enablement should allow the sales team members some flexibility to customize assets for their prospects. Keep consistenc…
Jim Samuel @jwsamuel
@HITMarketingPR T3 Sales enablement is a specific type of marketing that is intended solely to let the sales force do its job. Marketing can include brand and image but enablement is solely for the sales function. #HITMC
Colin Hung @Colin_Hung
@Jk_Jeffery I think you need more data Jared! #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @jwsamuel: @HITMarketingPR T3 Sales enablement is a specific type of marketing that is intended solely to let the sales force do its job…
Healthcare and IT Marketing Community @HITMarketingPR
Repeat T3. In your opinion, what is the difference between sales enablement vs general marketing? Is there a distinction? #HITMC https://t.co/yp20eAdohL
Colin Hung @Colin_Hung
@chints2 T3 That's so key Chintan. I learned that the hard way early in my career when I tried to enforce a powerpoint. Gotta allow for personalization. Every salesperson has a unique style #HITMC
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@Colin_Hung @Jk_Jeffery lol #hitmc
Melanie Hilliard @social_melanie
RT @Colin_Hung: @chints2 T3 That's so key Chintan. I learned that the hard way early in my career when I tried to enforce a powerpoint. Got…
Jared Jeffery @Jk_Jeffery
@Colin_Hung I'm giving her all she's g--- err wait wrong 'generation.' #HITmc https://t.co/sr5pJPR6fz
Britt @BrittLQ
@Colin_Hung @chints2 Totally agree. We locked our powerpoints at one time and our sales team went nuts. Lesson learned #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: @chints2 T3 That's so key Chintan. I learned that the hard way early in my career when I tried to enforce a powerpoint. Got…
Colin Hung @Colin_Hung
@jwsamuel @HITMarketingPR T3 Totally with you on that Jim. It's about putting sales at the center when it comes to sales enablement. General marketing can have different foci #HITMC
Melanie Hilliard @social_melanie
@jwsamuel @HITMarketingPR Agree #HITMC it's safer to assume that people at this stage of the funnel have heard of your brand.
Britt @BrittLQ
RT @Colin_Hung: @jwsamuel @HITMarketingPR T3 Totally with you on that Jim. It's about putting sales at the center when it comes to sales en…
John Lynn @techguy
@Jk_Jeffery @jwsamuel @HITMarketingPR @Colin_Hung I can't believe people don't like to be treated like cattle :-) #HITMC
Dalton Patterson @MrDollyPat
T3 -- Part 1: Sales enablement provides a specified call to action that a sales team can confidently add to their arsenal of approaches. General marketing is brand saturation and exposure to target markets. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: @jwsamuel @HITMarketingPR T3 Totally with you on that Jim. It's about putting sales at the center when it comes to sales en…
Britt @BrittLQ
RT @MrDollyPat: T3 -- Part 1: Sales enablement provides a specified call to action that a sales team can confidently add to their arsenal o…
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: T3 -- Part 1: Sales enablement provides a specified call to action that a sales team can confidently add to their arsenal o…
Jared Jeffery @Jk_Jeffery
@techguy @jwsamuel @HITMarketingPR @Colin_Hung I like to be treated TO cattle. Specifically brisket. In seriousness, I don't think large events intend to do so - it's the natural outcome of a "bigger is always better" profit mentality. #HITmc
Jim Samuel @jwsamuel
@techguy @Jk_Jeffery @HITMarketingPR @Colin_Hung It's the branding part that bothers me the most. #HITMC
John Lynn @techguy
@jwsamuel @Jk_Jeffery @HITMarketingPR I think it's a good idea to step up the production. Although, I also think that many will be starved for connection. So, there's an opportunity there no? #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
T4. Who owns sales enablement at your organization? Who SHOULD own sales enablement strategy? #HITMC https://t.co/87K01qI7qg
Dalton Patterson @MrDollyPat
T3 -- Part 2: Do both of the initiatives intersect from time to time? Yup. But, that sales enablement approach looks MUCH sweeter when your brand and name are already on the tip of that prospects tongue. #HITMC
Jim Samuel @jwsamuel
@techguy @Jk_Jeffery @HITMarketingPR There's a big opportunity. If I were running a large event, I'd be hiring people who produce awards shows for TV to help stage them. #HITMC
EMR, EHR and HIT @ehrandhit
RT @Jk_Jeffery: @jwsamuel @HITMarketingPR That - or give a different offering. We've seen a hunger for smaller events that prioritize a com…
Melanie Hilliard @social_melanie
RT @HITMarketingPR: T4. Who owns sales enablement at your organization? Who SHOULD own sales enablement strategy? #HITMC https://t.co/87K0…
Colin Hung @Colin_Hung
T4 Marketing + Sales should own sales enablement. It's not one or the other. It only works when both are involved, actively communicating and collaborating. #HITMC
John Lynn @techguy
It's amazing how this has changed. Of course, the internet was a huge part of it since information is so accessible. It didn't used to be, so events and other marketing was seen differently. #HITMC https://t.co/b2T2Yb4SiN
John Lynn @techguy
@JoeBabaian @AmericanAir I'd fly for the right opportunity. #HITMC
Melanie Hilliard @social_melanie
@Colin_Hung In theory, yes, but the devil is in the details. Let marketing proof those cray-cray emails sales peeps be sending! #HITMC
Jim Samuel @jwsamuel
@techguy Events will no longer be for information. I've learned this year that virtual events actually provide more information. #HITMC
Jim Samuel @jwsamuel
@Colin_Hung T4 The bigger question is who should own sales. #HITMC
Melanie Hilliard @social_melanie
Good question!! #hitmc
John Lynn @techguy
It's interesting you say this. As we thought about @EXPOdotHealth we talk about trying to create a festival feel for the event. Produced content and freedom to engage. #HITMC
Britt @BrittLQ
@HITMarketingPR In my opinion it should be both sales and marketing who own it together. Has to be a collaborative process or it won’t work! #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
Repeat T4. Who owns sales enablement at your organization? Who SHOULD own sales enablement strategy? #HITMC https://t.co/QWPpe5Bw9P
Healthcare and IT Marketing Community @HITMarketingPR
RT @social_melanie: Good question!! #hitmc https://t.co/f9zn5BXiwC
Healthcare and IT Marketing Community @HITMarketingPR
RT @jwsamuel: @Colin_Hung T4 The bigger question is who should own sales. #HITMC
Dalton Patterson @MrDollyPat
T4 -- Marketing aaaand Marketing. Sales should have involvement in every process, but I personally believe their primary role is courting before the marriage. They can continue building their relationships as we research, build, and deploy. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@jwsamuel @techguy Very interesting Jim! I can see how that might be the case. #HITMC
John Lynn @techguy
@jwsamuel @Jk_Jeffery @HITMarketingPR @Colin_Hung I see what you did there. I don't know of anyone that has done a tatoo of a health IT brand or conference. Probably says something that they haven't "branded" themselves. #HITMC
Colin Hung @Colin_Hung
@social_melanie That's a battle I gave up long ago. No one likes to go through marketing email police. I found more success showing the results of email - ex: which salesperson isn't getting responses from their emails. You can't argue numbers...most of the time. #HITMC
Cristina @cristinastahr
@BrittLQ @HITMarketingPR Coming in late here, but could not agree more. Interactive content is where it's at - let people "chose their own adventure" before they're ready to buy #hitmc
John Lynn @techguy
@Colin_Hung Wait...sales and marketing have to work together? #HITMC
Jim Samuel @jwsamuel
@HITMarketingPR @techguy I "went" to the virtual Content Marketing World this year. Some of the presentations were great and could not have been duplicated live. Plus I can go to all the breakout sessions instead of just a few. #HITMC
Britt @BrittLQ
@jwsamuel @Colin_Hung Very good question. Typically in the past I’ve has the Inside Sales team sit with Marketing #hitmc.
Britt @BrittLQ
RT @MrDollyPat: T4 -- Marketing aaaand Marketing. Sales should have involvement in every process, but I personally believe their primary ro…
Healthcare and IT Marketing Community @HITMarketingPR
RT @cristinastahr: @BrittLQ @HITMarketingPR Coming in late here, but could not agree more. Interactive content is where it's at - let peopl…
John Lynn @techguy
Glad you could join. Any examples of how this would work? #HITMC https://t.co/7Jw7UCelPu
Jim Samuel @jwsamuel
@BrittLQ @Colin_Hung I have been at companies at which sales and marketing were separate, sales was part of marketing, and marketing was part of sales. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@cristinastahr @BrittLQ Hi Cristina. Thanks for popping by :) #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: @social_melanie That's a battle I gave up long ago. No one likes to go through marketing email police. I found more success…
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: T4 -- Marketing aaaand Marketing. Sales should have involvement in every process, but I personally believe their primary ro…
Jim Samuel @jwsamuel
@Jk_Jeffery @techguy @HITMarketingPR @Colin_Hung You need to specify the location of said tattoo. #HITMC
Cristina @cristinastahr
@MrDollyPat Agreed that cold direct *email* marketing doesn't work, but what about cold direct *sales* marketing? We've seen much bigger success here, when it comes from a real person #hitmc
Jared Jeffery @Jk_Jeffery
@jwsamuel @HITMarketingPR @techguy Huge benefit of virtual content is the repeatable consumption. While you still don't want to go so fast your lose your real-time audience - I think you can safely add so much depth to your content because they can go back and rewatch later. (And if it's good, they will). #HITmc
Healthcare and IT Marketing Community @HITMarketingPR
@jwsamuel @BrittLQ @Colin_Hung And with all of Sales being part of Marketing, did it work? #HITMC
Dalton Patterson @MrDollyPat
@Colin_Hung @social_melanie RE: @social_melanie It is better to have that failsafe in place though, IMO. My job is to equip. If you stray from the previously agreed upon process, that's on you, not me! #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
T5. What metrics do you use to measure sales enablement success? Do marketing and sales share these KPIs/metrics as it relates to pipeline health? #HITMC https://t.co/h3DpFEZfcT
Melanie Hilliard @social_melanie
@Colin_Hung So it's not just me? Also, my mantra: subject line sells the open, copy sells the click thru, if you tell them everything in the body of the email, they have no reason to click thru!!! #HITMC
John Lynn @techguy
@jwsamuel @HITMarketingPR From an education perspective, virtual works great. It's the engagement piece that's much harder online. Hard to replicate what you learn, how you are inspired, etc over drinks. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @Jk_Jeffery: @jwsamuel @HITMarketingPR @techguy Huge benefit of virtual content is the repeatable consumption. While you still don't wan…
Jim Samuel @jwsamuel
@HITMarketingPR @BrittLQ @Colin_Hung The company that worked best was one that had separate sales and marketing functions. #HITMC
John Lynn @techguy
@Jk_Jeffery @jwsamuel @HITMarketingPR @Colin_Hung A sticker one, sure. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@cristinastahr @MrDollyPat Totally agree here. I think people are more likely to engage slash respond when it comes from a real human #HITMC
Cristina @cristinastahr
@techguy Something like a product tour where you can explore the features on your own, at your own pace. Whether this is in a video format or a series of videos - it's bound to be more effective than the 30-minute stare at screen demo! #hitmc
Chintan Shah @chints2
@techguy @Colin_Hung Every marketing person should participate in sales calls during the year. Get true VoC and learn how a sales person interacts with the prospect. Separate theoretical from practical. We required this in past companies and it helped both sales and marketing work better #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
RT @social_melanie: @Colin_Hung So it's not just me? Also, my mantra: subject line sells the open, copy sells the click thru, if you tell t…
Jim Samuel @jwsamuel
@techguy @HITMarketingPR Totally. It is the interpersonal part that is the value of in-person events. The problem will be paying to go for personal interactions. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
@social_melanie @Colin_Hung This! #HITMC https://t.co/alBamWvX5B
John Lynn @techguy
@cristinastahr Gotcha. And do you put a form before this or do you think it's best to allow unfettered access to it? #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @cristinastahr: @techguy Something like a product tour where you can explore the features on your own, at your own pace. Whether this is…
Chuck Webster MD, MS AI, MS Systems Engineering @wareFLO
Virtual events should be more about experience than information. #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
RT @chints2: @techguy @Colin_Hung Every marketing person should participate in sales calls during the year. Get true VoC and learn how a sa…
Colin Hung @Colin_Hung
...other than @MightyCasey of course :) #HITMC
EMR, EHR and HIT @ehrandhit
RT @chints2: @techguy @Colin_Hung Every marketing person should participate in sales calls during the year. Get true VoC and learn how a sa…
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
@techguy @Colin_Hung Aren't we all getting along yet? https://t.co/a8l4aHE1o6 #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @wareFLO: Virtual events should be more about experience than information. #hitmc https://t.co/L96I4PjmSv
Cristina @cristinastahr
@social_melanie @Colin_Hung One time I found a sales person promoting a new resource with the subject line "ALERT!!" 😂 He had great open rates, but terrible click throughs #hitmc
Colin Hung @Colin_Hung
@chints2 @techguy I used to go on the road with salespeople all the time. No better way to understand how tough it really is and what assets truly get used in the field. #HITMC
Jim Samuel @jwsamuel
@wareFLO There were some great experiences at the virtual Content Marketing World. Some presenters really took advantage of the virtual format. #HITMC
John Lynn @techguy
@ShereeseMayMba @Colin_Hung How could people not get along with Colin? That's what I'm still trying to figure out. #HITMC
Melanie Hilliard @social_melanie
@cristinastahr @Colin_Hung The boy (or girl) who cried wolf is a short-term marketing story! #HITMC
Britt @BrittLQ
@cristinastahr @social_melanie @Colin_Hung #HITMC https://t.co/SVyGMjK0RR
Dalton Patterson @MrDollyPat
@cristinastahr I see your point. I would be hard pressed to find a rep in my organization that has not had some sort of run in with the facility that they are prospecting at some point in time (a past show, LI, WOM, etc.), therefore I would almost not classify it as "cold". #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
Repeat T5. What metrics do you use to measure sales enablement success? Do marketing and sales share these KPIs/metrics as it relates to pipeline health? #HITMC https://t.co/yOvdqssUDZ
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: @cristinastahr I see your point. I would be hard pressed to find a rep in my organization that has not had some sort of run…
Shereese Maynard, MS; MBA 😷 @ShereeseMayMba
RT @HITMarketingPR: Repeat T5. What metrics do you use to measure sales enablement success? Do marketing and sales share these KPIs/metrics…
Cristina @cristinastahr
@techguy I'd say put a form after! Someone who has explored what you have to offer, seen your product, and still wants to give you their information? That's a qualified lead #hitmc
Jim Samuel @jwsamuel
@Colin_Hung @chints2 @techguy I did the same, Colin. One thing I learned was that the best sales people rarely used the tools we gave them. It was all personal for them. #HITMC
Britt @BrittLQ
@Colin_Hung @chints2 @techguy Totally agree. I think I learned the most going on sales calls with all of my different reps. #hitmc
Melanie Hilliard @social_melanie
@HITMarketingPR #HITMC Ideally, the conversion rate for sales accepted leads (SALs)
Colin Hung @Colin_Hung
@cristinastahr @social_melanie This makes me sad...but it's not unexpected. When you don't have a good pipeline, everything looks like a lead and any tactic seems like a good idea. #HITMC
Jim Samuel @jwsamuel
@Colin_Hung @chints2 @techguy FYI ... Being on the road with salespeople is how I got to see a lot of Ontario and BC. :) #HITMC
John Lynn @techguy
@jwsamuel @Colin_Hung @chints2 Was marketing more about prepping the person for the personal connection with the sales person then? #HITMC
Colin Hung @Colin_Hung
@jwsamuel @chints2 @techguy Same. I found that the best used 5 slides out of a 20 slide deck and just had a conversation with their prospects. It led to a complete redesign of the deck. #HITMC
Chuck Webster MD, MS AI, MS Systems Engineering @wareFLO
#socialVR hands-down the most engaging virtual platform. Incredibly addictive! Interesting thing is, SVR can incorporate every other virtual platform into SVR, from webinars to podcasts to FB/Twitter-like activity streams. Kinda like IRL, which is my point SVR is V-IRL #hitmc
Cristina @cristinastahr
@BrittLQ @Colin_Hung @chints2 @techguy Colin's "send marketers to trade shows" strategy is one I will use for the rest of my days #hitmc
Britt @BrittLQ
@jwsamuel @Colin_Hung @chints2 @techguy Very cool! What a great way to explore the country! #hitmc
Chintan Shah @chints2
@jwsamuel @Colin_Hung @techguy As a sales rep, some of the best tools I used were ones I developed on my own. If marketing could make it better (and consistent and prettier!) I always jumped at the chance to get their help. #hitmc
Jim Samuel @jwsamuel
@techguy @Colin_Hung @chints2 We shifted our focus from giving them slick prepared materials to giving them straight info sheets they could use to answer questions. #HITMC
Colin Hung @Colin_Hung
@Stephathomecare @social_melanie Absolutely 100% Stephanie. Nothing speaks louder than success. Once you show how Salesperson A is getting more leads and deals by working WITH marketing, the rest will come around quickly #HITMC
Britt @BrittLQ
@cristinastahr @Colin_Hung @chints2 @techguy Amen! Right Cristina. A tactic I will hold on to forever #hitmc
Jim Samuel @jwsamuel
@Colin_Hung @Stephathomecare @social_melanie When I worked for a large paper company, our strategy was to find the one salesperson who welcomed our help. Others would follow when they saw their success. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
BONUS: Does your organization use any form of automation for your sales enablement tactics? #HITMC https://t.co/G1JpqMxjdb
John Lynn @techguy
@wareFLO This article: https://t.co/8KoWGVmzwr has me wanting to buy a Quest 2 for my kids. Actually multiple. Social gaming is my favorite type of gaming. Social VR is great if the people you like are on it. #HITMC
Dalton Patterson @MrDollyPat
T5 -- I am really leaning into site conversions through Q4 and into 2021. "Online shopping" in the payor/provider aspect of the industry has intensified significantly over the past 6 months. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
RT @chints2: @jwsamuel @Colin_Hung @techguy As a sales rep, some of the best tools I used were ones I developed on my own. If marketing cou…
Healthcare and IT Marketing Community @HITMarketingPR
RT @cristinastahr: @BrittLQ @Colin_Hung @chints2 @techguy Colin's "send marketers to trade shows" strategy is one I will use for the rest o…
John Lynn @techguy
@cristinastahr @BrittLQ @Colin_Hung @chints2 What's that strategy? What's the goal? #HITMC
Colin Hung @Colin_Hung
@BrittLQ @cristinastahr @chints2 @techguy It's all about airline points...but seriously being together in a booth with salespeople is a great way to connect and for BOTH to see what really resonates or doesn't with the target audience #HITMC
Chuck Webster MD, MS AI, MS Systems Engineering @wareFLO
Check out one of our future #socialVR events to see what I mean! #hitmc https://t.co/X1Sw3IKCTW https://t.co/pY2k2YAxCo
Colin Hung @Colin_Hung
@jwsamuel @Stephathomecare @social_melanie Yes!!! Positive deviance at it's best. #HITMC
Chuck Webster MD, MS AI, MS Systems Engineering @wareFLO
Then start a campaign to get the right people on #socialVR #hitmc
Britt @BrittLQ
@techguy @cristinastahr @Colin_Hung @chints2 The strategy was to send more marketing than sales to “man” the booth. We found that sending only sales, we would get very little scans or leads as the sales folks only cares about people “ready to buy”. So you needed marketing there to capture the other #hitmc
John Lynn @techguy
RT @MrDollyPat: T5 -- I am really leaning into site conversions through Q4 and into 2021. "Online shopping" in the payor/provider aspect of…
Healthcare and IT Marketing Community @HITMarketingPR
RT @MrDollyPat: T5 -- I am really leaning into site conversions through Q4 and into 2021. "Online shopping" in the payor/provider aspect of…
Dalton Patterson @MrDollyPat
@HITMarketingPR #HITMC -- All of them. All of my digital enablement strategies have a nurturing process that initiates when a call to action is engaged.
John Lynn @techguy
@BrittLQ @cristinastahr @Colin_Hung @chints2 Gotcha. And it makes sense the idea of marketing connecting with sales. #HITMC
Chintan Shah @chints2
@Colin_Hung @BrittLQ @cristinastahr @techguy On the road and in meetings together help give perspective. Marketers can hear objections directly from customers and weigh if the ‘approved response’ withstands a prospects concerns. Sales reps can suggest and request materials they need and show why #hitmc
Melanie Hilliard @social_melanie
@Colin_Hung @jwsamuel @Stephathomecare I don't use the phrase "positive deviance" nearly enough ... future email subject line? #HITMC
Dr. Mansur Hasib, CISSP, PMP, CPHIMS @mhasib
Agree - here is a free deal you will love. My new book is available in digital format for free today only globally. Get it within the next 10 hours. https://t.co/PTL6Rf8OQQ
Britt @BrittLQ
RT @chints2: @Colin_Hung @BrittLQ @cristinastahr @techguy On the road and in meetings together help give perspective. Marketers can hear ob…
Healthcare and IT Marketing Community @HITMarketingPR
RT @chints2: @Colin_Hung @BrittLQ @cristinastahr @techguy On the road and in meetings together help give perspective. Marketers can hear ob…
Colin Hung @Colin_Hung
@techguy @BrittLQ @cristinastahr @chints2 Plus when things go wrong with the booth (as they inevitably do) it helps to have a Marketing person there to help deal with it. Salespeople are great for having conversations, terrible at scanning people (either too aggressive or not enuf). Mkting person lets sales focus #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
Thank you again for joining the monthly #HITMC tweetchat today. Have a wonderful week. Don't forget to use the hashtag to share interesting marketing/PR/communication stories, tactics and tips! https://t.co/JWV1Z9CaRv
Britt @BrittLQ
@Colin_Hung @techguy @cristinastahr @chints2 Preach #hitmc https://t.co/EVj2aklSgl
Chintan Shah @chints2
@Colin_Hung @techguy @BrittLQ @cristinastahr But sales is usually great with a screwdriver and hammer to get the booth functional again! #hitmc
Healthcare and IT Marketing Community @HITMarketingPR
RT @Colin_Hung: @techguy @BrittLQ @cristinastahr @chints2 Plus when things go wrong with the booth (as they inevitably do) it helps to have…
John Lynn @techguy
RT @HITMarketingPR: Thank you again for joining the monthly #HITMC tweetchat today. Have a wonderful week. Don't forget to use the hashta…
Jim Samuel @jwsamuel
@Colin_Hung @techguy @BrittLQ @cristinastahr @chints2 When you find out there is a typo on the booth signage, sales people are also lousy at figuring out how to fix it. #HITMC
Melanie Hilliard @social_melanie
@Colin_Hung @techguy @BrittLQ @cristinastahr @chints2 And sales reps tend to be territorial (in both senses of the word) so if the person isn't in their area, they just walk away. Def. send marketing folks to events! #HITMC
Britt @BrittLQ
@chints2 @Colin_Hung @techguy @cristinastahr True. Fair enough! #hitmc
Dalton Patterson @MrDollyPat
@HITMarketingPR Today was a good one! Thanks everybody! #HITMC https://t.co/xDD0dsYXYq
John Lynn @techguy
@social_melanie @Colin_Hung @BrittLQ @cristinastahr @chints2 Sales people basically ignore press most of the time when they go by a booth. It's amazing how apathetic they are to coverage for their company. #HITMC
Jim Samuel @jwsamuel
@chints2 @Colin_Hung @techguy @BrittLQ @cristinastahr That's how sales people got me in trouble with the unions in Chicago. BNo one can use hammers and screwdrivers there. #HITMC
Healthcare and IT Marketing Community @HITMarketingPR
Thanks again everyone for sharing your lunch time with us. Have a wonderful week. #hitmc
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