Using CRM for Occ Med Sales


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In today’s rapidly evolving business landscape, the effective management of sales and marketing processes is crucial for achieving business growth and success. One tool that has proven to be invaluable for streamlining these processes is a Customer Relationship Management (CRM) system. In this blog post, we will dive into the insights shared during a recent N-A-O-H-P Town Hall, where Dr. Larry Earl and industry experts Ira and Dave discussed how to leverage a CRM for Achmed sales. We will explore the key takeaways from their conversation and highlight the benefits of using a CRM in the occupational medicine field.

Segmenting and Customizing the CRM:
One of the primary advantages of utilizing a CRM for sales and marketing activities is the ability to segment and customize the system to suit your specific needs. During the Town Hall, Ira and Dave emphasized the importance of effectively tracking the services your clients need, identifying their pain points, and understanding their current provider and satisfaction levels. By creating separate fields within the CRM for these key pieces of information, you can ensure that your sales team has a comprehensive view of each client, enabling them to personalize their approach and tailor their messaging accordingly. Additionally, the inclusion of contact pages allows for the organization of individuals within an organization, making it easier to manage relationships and communication with key decision-makers.

Communication Preferences and Automations:
Another crucial aspect of leveraging a CRM is considering the varying communication preferences of your clients. The experts highlighted that different individuals may prefer different methods of communication, such as email, phone calls, or even text messages. By capturing this information in the CRM, you can ensure that your interactions are personalized and align with your clients’ preferences. Furthermore, a good CRM enables the automation of key processes, such as sending bulk emails to specific segments or setting reminders for follow-ups and tasks. These automations not only save time but also ensure that crucial steps in the sales cycle are not overlooked.

Deal Stages and Tracking Progress:
The N-A-O-H-P Town Hall shed light on the importance of defining and tracking deal stages within a CRM. The experts presented a basic example using the popular project management tool, Trello, to illustrate the different phases of the sales funnel. By setting up columns to represent each stage, such as initial appointment, paperwork sent, and facility tour, businesses can visually track the progress of each lead or client. This provides a clear overview of where each prospect stands in the sales cycle and highlights any bottlenecks or areas that require attention. Additionally, tracking all communications and interactions within the CRM ensures that valuable information is not lost along the way, allowing for a seamless handoff between team members and a better understanding of the client’s needs.

Choosing the Right CRM:
Selecting the appropriate CRM for your business is a decision that should not be taken lightly. While there are numerous options available, it is essential to consider factors such as HIPAA compliance (for healthcare-related industries), integration capabilities with existing tools (e.g., email clients), budget constraints, and scalability. The experts suggested starting with a free CRM like Trello as a starting point, especially for smaller-scale sales and marketing activities. However, as the complexity and volume of operations increase, investing in a comprehensive CRM system tailored to your organization’s specific needs becomes crucial.

In conclusion, incorporating a CRM into your sales and marketing processes can significantly enhance efficiency, communication, and overall business growth. The insights shared during the N-A-O-H-P Town Hall emphasized the importance of segmenting and customizing a CRM, understanding and catering to individual communication preferences, tracking deal stages, and selecting the right CRM for your business needs. Whether you are in the occupational medicine field or any other industry, harnessing the power of a CRM can unlock immense potential for optimizing your sales and marketing efforts and driving sustainable growth in your organization.

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