Mike Maggs is an account executive at MMIT, and joined the company in 2017 just a few months after graduating with a Bachelor of Science in accounting from Penn State University. He worked in business development for a little over a year before transitioning to the inside sales team, where he works to align potential clients’ needs with solutions from AIS’s Directory of Health Plans (DHP), MMIT Reach and Payer Landscape. In 2020, Maggs is taking on a new role as a strategic account executive.
What’s your day-to-day like?
From the moment a potential client indicates interest in our products to the close of the sale, I’m responsible for the management of the account and any of their future renewals. My day is mainly focused on client calls. Whether it’s a discovery call, a capability demonstration, delivering proposals or managing renewals, it all falls under my day-to-day. I’m always working with the marketing team as well, to hone in on any specific accounts or further develop some of our strategies in connecting with potential clients. We have the great luxury of receiving a lot of inbound leads within inside sales, so while we do have our own outbound efforts like emails and cold calls, we also have a good amount of inbound interest, so that really helps with having more qualified sales opportunities.
What’s the sales process like?
Once a potential client is interested, I’ll set up a discovery call to understand their needs and what’s most important to them. Then we’ll have a capabilities demonstration, and walk them through the platform and further hone in on what solutions might be the best fit given their needs. From there, there can be other demonstrations with additional team members, then I’ll start having follow-up conversations and answer any questions or get any feedback. After that, I’ll finalize the scope of the solution they need and push the sale forward.
What kind of clients do you work with?
Mostly, I work with health care technology organizations, so companies that are targeting health plans and health systems that can really benefit from DHP and MMIT Reach for sales and marketing purposes. I also work a lot with some smaller pharmaceutical manufacturers who utilize our products, as well as medical device and genetic testing companies.
I like the fact that we sell to so many different types of clients. It’s great that DHP can be used in so many different ways, and that’s what makes each sale a little bit different. A lot of my calls are unique depending on the type of company, whether they’re a small or large organization, a lot of different factors. It all has an impact on what they care about, the level of detail that’s needed and the type of work that they want to accomplish. It keeps things interesting.
What are some of the challenges of an inside sales role?
The time management factor can definitely be a challenge, because you’re always closing deals. And it’s challenging to keep that pace flowing, building up your pipeline and getting into a rhythm so that you can safely forecast what you’re going to bring in a few months down the road and ensure you’re going to hit your sales metrics. I get a lot of enjoyment out of it, though, because you’re always staying busy and there’s always something to do. I think the fact that you’re always closing and have that repetition can give you a lot of experience that can help you move up to a more senior position. Knowledge of the sales process and the research you need to do to get into the nitty-gritty of clients’ questions provides a really strong foundation. Within a few months’ time, I was very knowledgeable about our products and the types of clients we work with.
What’s a common issue you help clients with?
Our clients are interested in using our data and software as a sales and marketing tool, to develop contracting strategies or to monitor the health plan and health system landscape for market research purposes. When our clients strike up conversations with health plans they are more well-equipped and better prepared for those discussions using our data and our software.
How is MMIT poised to help with the current trends we’re seeing in the industry?
With our products, you have that transparency into health plan consolidation and movement within the industry. Plans are always entering or exiting into different geographies and there’s a lot of movement going on specifically within Medicare and Medicaid. We’ve also seen a transition of the management of drugs from plans to health systems and integrated delivery networks. DHP and some of our other solutions can help identify those organizations and the decision-makers that our clients might need to get face-to-face with to drive their business forward.
What does MMIT do, in your own words?
At the highest level, MMIT aims to simplify drug access everywhere throughout health care. In my inside sales role, I’m supporting various healthcare organizations and providing transparency into the health plan and health system landscape.
What’s your favorite part of your job?
I really like the people that I work with. I think we have a really great group of people on the sales team who are very focused and dedicated to what they do. The team has grown quite a bit since I joined MMIT. There were originally probably around 20-25 people and today it’s well over 50. The inside sales team has grown from one single person to 4-5 people now, so there’s been a considerable amount of growth in the short time I’ve been here. I think MMIT is a great company to work for.
What do you like to do outside of work?
I like to play golf and surf. Recently I was in Costa Rica on vacation with my family and was able to enjoy both of those out there, so that was a lot of fun. I live down in Asbury Park, New Jersey, so I’m always down by the beach. It’s a lot of fun in the summer.