An Episode of Field Sales Leadership Guide Podcast

Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix – Episode 007

December 4, 2022

When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s an educational marketing and sales process that asks oncologists and pulmonologists to take a new approach that leads to early diagnosis. Learn how they are deploying teams to spread the word and how segmenting their accounts helps them tackle these untapped markets.

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When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s an educational marketing and sales process that asks oncologists and pulmonologists to take a new approach that leads to early diagnosis. Learn how they are deploying teams to spread the word and how segmenting their accounts helps them tackle these untapped markets.

 

“So that’s really one of the main reasons that we partnered with Map My Customers is that we have this treasure trove of data in Salesforce.com, but we hadn’t found a way that we could really translate that into something that the sales team could use while they’re on the go,” explains Robbie Lunt, Senior Director of Marketing at Biodesix. “And I’ll note that some of our sales reps have fairly big geographies and are visiting different cities in sequence. So, putting that data in a way that they can easily pull it up and get the insights they need to be efficient was really important.”

Follow JT Rimbey on LinkedIn or send a message

 

Follow Robbie Lunt on LinkedIn or send a message


About the Podcast

We’ve lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn’t in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

 


About the Sponsor

Traditional CRM aren’t designed with outside sales reps in mind. They’re too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial

 

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