Episode 18
Relationship Building in Marketing & Sales with Scott Zeitzer
Aired On: June 4, 2024
Hosted By
Our company president, Scott Zeitzer, joins our host Michael to discuss how sales and marketing take different approaches to relationship building, and how sales and marketing can bridge those gaps and work together to strengthen the pitch. Whether your conversation is one-to-one (sales) or one-to-many (marketing), there are things that each group can learn from one another.
Resources
- Maximizing Your Customer Feedback Strategy
- Strengthening Alignment Between Marketing and Others
- Addressing Medtech Customer Concerns and Winning Their Trust
More Episodes
Brand Perception Keys for MedTech with Aaron Hassen
January 30, 2024
How to Pivot MedTech Messaging with Marnie Hayutin
March 12, 2024
In this Episode
- 00:00:48 – The Importance of Relationship Building
- 00:06:08 – Active Listening and Understanding Customer Needs
- 00:08:13 – Building Trust and Rapport When Pitching to Physicians
- 00:14:43 – The Value of Feedback and Continuous Improvement
Quotes From This Episode
Take just the fact that we’re doing a podcast. This is not a video that we’re recording or a conversation that we’re recording for a single person. It’s something that we’re trying to reach several different people with. So this is a kind of one-to-many communication that you have. Whereas when you’re just trying to get that person’s attention at the meeting or, you know, I’m writing some kind of email to somebody and it’s just that one-on-one, that’s a whole different type of exchange. It’s not just like, ‘Hello, MedTech person’ on the other end of this. Like, you know, you have to actually think about what do they care about, what’s going on in their world. And these are things that we should be thinking about marketing as well. But it’s easier to lose focus of that, you know, because of the fact that you’re not talking to an individual.
Michael Roberts
The marketing person at company X says, ‘Look, I got the pitch. It’s perfect. I got a perfect 30 second pitch.’ And then the salesperson comes back and goes, ‘Pitch never worked.’ Right. And the bad conversation between marketing and sales is sales says, ‘Well, marketing, you did a bad job giving me a pitch.’ Marketing says, ‘Well, you guys did a bad job pitching.’ And the better answer to all this is listening. Like, well, what was working about it? What didn’t work about it?
Scott Zeitzer
Salespeople, when you get that pitch from the marketing person, you know, you got to have enough trust too, in your marketing person. So, you know, instead of rattling off the same pitch in the same way, you know, at these meetings, these small meetings, it’s like, why don’t you try something different? Like, why don’t you slow down and listen to yourself? You know, have some patience with yourself too.
Scott Zeitzer
