Obviously,\nthe world\u2019s top manufacturers of medical devices and equipment know Latin\nAmerica well\u2014they\u2019ve had offices and sales teams on the ground for years\u2026even\nfor decades, some cases.<\/p>\n\n\n\n
But\nLatin America has more than 20,000 hospitals in 15+ markets. Even a huge\ncompany with long experience in the region won\u2019t know each and every hospital\nthat could become a great new client for them.<\/p>\n\n\n\n
They\nhave blind spots.<\/p>\n\n\n\n
This\nis not a critique of sales teams\u2014it\u2019s just impossible to know all of the\nhospitals with great sales potential, even with a dedicated, knowledgeable\nsales team in the field. <\/p>\n\n\n\n
Getting\na New Perspective <\/strong><\/p>\n\n\n\n To\nuncover sales prospects your team may not have known about, start with:<\/p>\n\n\n\n Dive deep.<\/strong> Find a data source<\/a><\/strong> that tracks as many details as possible about Latin American hospitals: go beyond equipment counts to get at medical personnel, technology used in hospitals and other important points.<\/p>\n\n\n\n Set\nyour search criteria.<\/strong>\nAnalyze your top accounts to see what they have in common, weigh those\ncharacteristics in terms of importance and establish a ranking scale to\nevaluate them.<\/p>\n\n\n\n Reel in.<\/strong> Identify hospitals<\/a><\/strong> that share the characteristics of your top accounts and produce as big a list as you can.<\/p>\n\n\n\n Cross-check.<\/strong> Compare the list of\nhospitals you searched out against your internal client list to eliminate\nduplicates and end up with a list with raw potential.<\/p>\n\n\n\n Order up.<\/strong> Apply your ranking criteria to the raw potential list so as to refine and end up with a list that fits your criteria for clients<\/a><\/strong> with the best sales potential.<\/p>\n\n\n\n From\nthere, sales can begin their approach. But instead of making random cold calls,\nthey\u2019ll have a wealth of data to use to refine their pitch to solve a potential\nclient\u2019s pain points with just the right solution.<\/p>\n\n\n\n Next Steps<\/strong>
As simple as it may seem, this is exactly the process that several GHI clients have followed, using HospiScope to provide the basic data they need to eliminate these blind spots and identify a whole new host of prospects.<\/p>