1. Addressing “time-span” deficit: Engage with physicians using website, mobile applications, emails, etc. can help him seek information at his convenience, sometimes taking as less as 30 seconds at a time
2. Addressing “attention-span” deficit: Increase the number of touch-points with physicians, allowing access to materials on any device at any time; studies shows these touch-points empower reps & grow sales by 20-40%
3. Reduce “dependency” on personal relationships: Develop a direct relationship with physicians, beyond the personal rapport developed by sales representatives with the doctors to mitigate some of the attrition risk
5. Elevating the “messaging quality & consistency”: It is important that messaging over every device or by voice is consistent and up-to-date. It means back-office needs to be fully integrated and digital enables that
“As you go about creating new customer engagement programs & marketing packages for your brand, look for opportunities to give rather than to get. Whoever makes the first kind gesture, tends to gain the most"