Why You Need To Layer Buyer Behavior On Your CRM Records
Chronicle Health Guest Post
MEDQOR brands have been active in healthcare media for over 30 years, catering to audiences in ten healthcare verticals. MEDQOR has closely followed trends on healthcare buying behavior and topical affinities of its readers which ultimately led to a partnership with Chronicle Health in 2020. Chronicle Health built the world’s largest data platform on HCPs, covering 8.5M healthcare professionals across 800 billion data points. Chronicle Health uses Relationship Intelligence to provide actionable insight by identifying unseen relationships between disparate data sets. Relationship Intelligence empowers partners to advance healthcare solutions, technology adoption, while positively impacting patient outcomes.
At Chronicle Health, we believe strong relationships create better outcomes.
Your Customer Relationship Management platform SHOULD be a huge asset to your business in closing deals and modeling accurate sales forecasts – but that just isn’t simply the case for a large chunk of companies. The average hospital churned 17.8% of its workforce in 2020 which means most company’s CRMs are full of bad data which costs them significant dollars in unrealized revenue.
Having Accurate Contact Information Still Isn’t Enough
Just because you can make it into someone’s inbox doesn’t mean as much as it used to. Even if your reps can access a good portion of the buyer’s group at a large company-changing account – most of these involve 6-10 decision makers and influencers – they can only see a part of the puzzle. Unless your company’s first party data strategy leverages a Customer Data Platform (CDP), insights on content consumption and engagement levels shown by your prospects are entirely missed.
CDPs have emerged to help tackle that problem – enabling unification and standardization of customer data, ROI tracking of marketing initiatives and data mining for consumer insights. What CDPs do is actually allow you to model prospect behavior so you can get a true idea of their interest level in your product or service.
Forecasting is tough. Many times, reps are overly optimistic or just don’t have a complete enough picture to really make a guess even 10% close to accurate. However, with sophisticated CDPs you can account for content consumption habits, browsing behavior, historic purchasing records and build a more accurate idea of where the customer is in the buyer’s journey and the related PWIN.
How To Level Up Your Prospect Insights
Chronicle Health is dedicated to advancing healthcare solutions and improving patient outcomes. We built the world’s largest healthcare data platform covering 8.5M healthcare professionals encompassing 419 billion unique data points.
By pairing your CRM with our platform, we can enrich your information with public, partner, and proprietary data. We run highly sophisticated models to extract insights on people, places, products, procedures, and patients and identify actionable connections between disparate data sets. These insights formulate our Relationship Intelligence reports and populate dynamic dashboards.
We can predict the most effective channels, content, and strategies to build relationships with your key accounts – and highlight the ones demonstrating purchasing patterns. Our Relationship Intelligence empowers our partners to advance healthcare solutions and improve patient outcomes. You no longer have to depend on rep’s estimates of what will close when and hope to be within 10% of the mark.
When you partner with Chronicle Health, you eliminate the guesswork and start leveraging real data for more accurate predictions. We ingest your CRM and return Relationship Intelligence reports on your 5, 10 or 20 top accounts while launching KAIROS account based marketing campaigns dedicated to building brand awareness with your firmographic and demographic matches of your ideal accounts. The personas identified in Relationship Intelligence reports are data-backed and first hand account-enhanced readouts of prospects in your funnel. Our data platform can identify which personas have the highest and lowest closing rates when also combined with the behavior tracked via CDPs – and forecast the steps you need to take to keep that prospect moving down the funnel.
Make prospect analysis and marketing less of an art and more of a science. Behavior doesn’t lie – by using behavior to model revenue expectations for a prospect, trigger further marketing initiatives and signal when the time is right for sales outreach, you can drive significant ROI for your company.
Reserve A Free Chronicle Health Account
Combine your CRM data with our Relationship Intelligence OS and leverage 419 billion different data points to identify and support growth initiatives, plan territories for expanding sales teams, and enhance selling strategies. If you’re ready to get started, you can sign up for a free Chronicle Health account below and a member of our team will be in touch to discuss your company growth goals in further detail.