Episode 08: Interview with Customer- Supply Chain Manager Steve Wanty
There are three different types of buyers in any sales process:
The end-user buyer - this is often nurses if you’re in medical device sales, or if you’re in copier sales, it’s whoever will be using your copy machine on a daily basis
The technical buyer - in medical device sales, this is often the IT person, or Biomed
The economic buyer - in medical device sales, and actually in most sales positions, this is the supply chain manager. In other words, the person who cuts the PO.
Steve is an experienced Supply Chain Director, and he works with sales reps on a daily basis, and he’s the one who cuts the POs, making him the economic buyer. Steve is the first economic buyer we’ve had on the podcast. Selling to an economic buyer is very different from selling to an end user or a technical buyer, and there is a lot to consider. He brings his unique insight, sharing information such as:
What sales reps should and shouldn’t do during cold calls
What the sales process looks like from his perspective
Which emails he immediately deletes
His views on LinkedIn and how reps can use it effectively
Why it’s important to follow the process he and the hospital have defined
You will learn a lot listening to this economic buyer bring his insight to the table!
Links
MMS Consulting (My Consulting company)
Zoom (For virtual meetings)
Microsoft Teams (For virtual meetings)
