Buyer Personas
A couple of noted corporate initiatives of this persona is to (1) maintain and navigate healthcare regulatory compliance for IT solutions as well as (2) protect patient data security & ensuring cyber security as a whole.
Who is the Director of IT/IS
This is one of the biggest communication challenges hospitals face.
Reaching the right person at the right time (Bonus: on the right device).
Spok Mobile is primarily used for this purpose.
What is secure messaging?
Salesforce excluded, two sources for finding key contacts before outreach are LinkedIn and this database.
Definitive Healthcare
The first step when researching a new account is to do this.
Identify key-decision makers.
Frustrations/challenges of this persona include:
Spending a lot of time researching and working with vendors to stay informed and innovative, integration of diverse medical systems, data security & sharing - and budget constraints.
Who is Biomed
These two major consequences result from communication breakdowns in hospitals.
Delays in patient care and increased medical errors.
Spok plays a critical role in this type of hospital alerting.
Critical alerting.
In Salesforce Sales Engagement, this automation helps ensure contacts receive consistent and timely outreach.
Cadences!
A strong opening line for a cold call should include your name, company, and this.
Reason for calling.
One key objective of this persona would be to transform the patient process to a positive patient experience.
Who is the director of patient access?
Spok helps reduce this common problem caused by excessive non-urgent notifications.
Alarm fatigue.
This Spok solution helps hospitals move away from on-site infrastructure.
Hosted!
This Orum capability enables sales reps to increase efficiency by dialing multiple numbers simultaneously while listening for live responses.
Parallel dialing.
When a prospect says Spok is too expensive, you should shift the conversation to this.
ROI (Return on Investment)
Frustrations/Challenges of this persona include:
Integration with Legacy systems, User Resistance to technology changes, Interoperability, and Balancing customization with standardization.
Who is the Applications Analyst?
When a nurse cannot get in touch with a physician quickly, it can result in this critical issue.
Delay in patient treatment.
This Spok solution automates emergency notifications and mass communication.
e.Notify
This LinkedIn Sales Navigator function alerts reps when a prospect changes jobs, helping them stay ahead of potential new opportunities.
Job change alerts
If you reach a prospect’s voicemail, the best strategy is to do this.
Leave a concise voicemail with a clear call to action.
When someone asks, “What does Spok do?” your response should start with this phrase.
‘Spok provides critical communication solutions for healthcare’.
This common challenge in healthcare communication occurs when critical messages fail to reach the right clinician at the right time, often due to outdated contact information or inefficient workflows.
Communication breakdown.
Hospitals use this Spok solution to manage physician and staff schedules.
Spok's On-Call Solution
This Highspot feature allows reps to track when a prospect interacts with shared content, helping them time their follow-ups.
Engagement Insights.
This crucial step in the sales process ensures that a prospect’s needs, budget, decision-making authority, and timeline (BANT) align with the solution before advancing the deal.
Qualification.