The key to any successful sales process is knowing where to look. With NIH Research on your side, you can be sure that you’re targeting the right potential clients and offering them the services or products relevant to their current needs. Because we focus on the healthcare industry only, we know better than anyone else how to communicate with the key decision makers your company wants to contact. This understanding is why our campaigns are able to:

• Identify qualified opportunities
• Increase development of a robust sales funnel/pipeline
• Cover territory more efficiently
• Reduce the cost and duration of the sales cycle
• Increase sales and revenue
• Enhance strategic positioning
• Build brand awareness/company name recognition
• Recover potential missed sales opportunities

Our range of contact experience includes hospitals, IDNs, group practices, pharmaceutical organizations, laboratories and more which means we understand the subtle differences in healthcare research that other companies typically miss. And, we appreciate that every group – physicians, chief executives, practice administrators, lab directors and others – each have a certain expectation for sales and marketing communications. The professionals at NIH Research know exactly how to reach them all.

Market Research

Sometimes you need specific information about what your potential customers or clients think and what influences their purchasing decisions. NIH Research offers you a window into the buying patterns of your potential client base and uncovers ways for you to expand it, communicate effectively with those in it, and how to maximize the sales opportunities for your company in your own unique marketplace

Win/Loss Studies

Once a sales process/cycle has been concluded it is extremely important to ascertain the particular reasons the prospect or client chose or didn't choose a vendors solution.

Some post sales cycle key questions and answers are essential once a sales cycle has been concluded. This informational feedback from the individual or individuals making the decision are necessary to repeat the best practices in the case of a win, and are equally as important to correct issues that are problematic in the case of a loss.

The sales and marketing process is very expensive and yet few vendors make the effort to conduct a “post game” and ask even elemental questions that could affect future success. All too often the theme is “move on to the next one” which is similar to the old adage “if you don't understand history you will likely repeat it”.

Winning the deal is the goal in selling but a vendor should understand why they won. Even successful sales people are often unconsciously competent and could benefit tremendously from understanding and sharing the components of their best practices with their peers and executive sales management.

• Was the price the deciding factor?
• Was it the vendor's references?
• Was it a site visit?
• Or was it the sales person?
• Was it that one vendor's solution was inferior or perceived inferior in feature/function?
• Did the response to the RFP either in timing or content affect the decision?

Product Market Validation

Maybe you’re new to the market, or maybe you’re venturing into a different market than you typically work with, or perhaps you have a new product or service to introduce to the market. Before you spend thousands of dollars in research, development and distribution, allow NIH Research to help you with a feasibility study to gauge potential market response. You'll be able to know whether the market is ready for your offering or whether you should wait; whether you should enter the market at a low price point or set a higher price point reflective of quality. When you rely on NIH Research for Product Market Validation, you can be sure that you’re getting responses that have been carefully collected by professionals that know how to communicate with your target market.

Branding

Often, just getting your company or brand name out into the marketplace is all your company needs to start realizing greater sales performance. The question until now has always been how to effectively grow brand perception without spending a lot of money on advertising that may not even reach your intended audience. The answer is NIH Research. We can quickly disseminate your brand image throughout a large database of potential clients suited to your particular product or service offerings, allowing you a foot in the door when it comes time to start soliciting sales.