In the medical device industry, many of our sales relationships are with large hospital organizations. In previous roles, how have you made connections with the right people in large hospital organizations?

"I have done B2B sales before and my first step is looking at the CRM platform to see who the contact is. I reach out and if that isn't the right person or that person has left, I do a LinkedIn search to see if I can figure out who is in that role now. I use many reach-out methods including phone calls, emails, LinkedIn messages, and even dropping by the facility. By covering all of my bases, I am usually able to find the right person and figure out a way our products can add value to their patients."

"I have a lot of industry contacts. In large hospital organizations, often times it is the chief supply chain officer versus the chief medical officer that you need to start with. I reach out to some of my colleagues who have products in other spaces to see if they know who I should start with. Because of the relationships I have built, people want to help me and they know I will help them. I think my connections could be really valuable to Smith & Nephew plc."

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