Chandresh Shah

Predicting EHR Software Buyer Behavior – Lead Generation

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EMR and EHR Software Lead Generation has become a hot topic among EMR software marketing companies. The reason is simple – the market is limited and fixed. Number of competitors had skyrocketed, pricing pressures have increased.
Almost all vendors’ websites seem to say the same thing, there is nothing different. There is no way for a buyer to distinguish one vendor from another.

Let’s face it. While no two buyers are the same, no two vendors are the same. The challenge is to find a good fit. Vendors need to gain a better understanding of ‘buyers’ to improve lead generation and ultimately higher revenue. Companies need to shift attention to ‘Buyer Behavior” to improve their lead generation efforts.

I am sure you have read the book Google wrote on Zmot – if you have not, read it. Here is the link.