Sales Training Connection

DECEMBER 19, 2012

©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 105

Health Care Pharmaceuticals Face-to-face Training 105

Sales Training Connection

NOVEMBER 28, 2012

As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Sales Training Connection

APRIL 9, 2012

Because of the transformation changes in the medical sales market space many are recommending that new physicians need something else to enable them to participate as informed cities in the health care systems in which they work. ©2012 Sales Horizons, LLC.

Health Care 120

Health Care Face-to-face Training Resources 120

Sales Training Connection

DECEMBER 10, 2012

©2012 Sales Horizons, LLC. Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , pharma sales , pharma sales training.

Health Care 108

Health Care Customer Government Trends 108

Understanding the Sales Force

NOVEMBER 7, 2012

Over the past four years, the national health care package has come to be known as Obamacare. c) Copyright 2012 Dave Kurlan Last year, when someone prayed on the football field, young people called it Doing the Tebow (after Tim Tebow, the NFL Quarterback). Sales Manager: "What happened?". Steve: "We got Obama'd.".

Health Care 220

Health Care Campaigns Fashion ACT 220

Sales Training Connection

SEPTEMBER 10, 2012

©2012 Sales Horizons, LLC. A foundational requirement for meeting those challenges is addressing the individual preferences for each of your physicians. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 99

Health Care Journal Demographics Face-to-face 99

Sales Training Connection

APRIL 23, 2012

©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 112

Health Care Decision Maker Training Benefit 112

The Sales Hunter

JUNE 13, 2012

So, one week you may focus on the health care industry and the next week you may focus on the automotive industry. Copyright 2012, Mark Hunter “The Sales Hunter.” Example is if you’re selling software to a wide number of companies and organizations, then don’t just call at random. Focus by key industry.

Prospecting 206

Prospecting Automotive Health Care Segment 206

Sales Training Connection

AUGUST 6, 2012

It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. ©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 111

Health Care Training Relationals Positioning 111

Sales Training Connection

FEBRUARY 10, 2012

If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right. Sales Training for New Medical Device Sales Reps. New medical device sales people need something more from sales training.

Health Care 74

Health Care Hiring Training Sales 74

Sales Training Connection

SEPTEMBER 7, 2012

©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

OCTOBER 1, 2012

©2012 Sales Horizons, LLC. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

JANUARY 13, 2012

Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.” ©2012 Sales Horizons, LLC.

Health Care 76

Health Care Scale Training Industry 76

Sales Training Connection

JANUARY 6, 2012

billion, 2011 followed pace – and it looks like there will be even more M&A activity in 2012 as health care reforms kick in, certainty in the health care landscape increases, the economy picks up, and investors seek bargains. Even before the health care reforms passed, there were good reasons to consolidate.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Sales Training Connection

MARCH 23, 2012

If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. ©2012 Sales Horizons, LLC. Training new medical device sales rep. But on its own, it’s not enough for sales success.

Hiring 100

Hiring Health Care Training Vendor 100

Sales Training Connection

JANUARY 20, 2012

To stay competitive, medical device companies – and their sales forces – must keep these changes in mind as they look to 2012. ©2012 Sales Horizons, LLC. These policy shifts are manifesting themselves in many forms such as: changes in reimbursements, a rise in healthcare IT, and a push to decrease healthcare costs.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

FEBRUARY 22, 2012

Let’s examine this question by looking at health care as an illustrative market where these types of trends have produced very dramatic and well-documented changes. The examples from the health care industry are simply illustrative of the kind of changes that are brought about by disruptive trends.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

The Sales Hunter

NOVEMBER 21, 2011

McGowan Charitable Fund brings its vision to life “through grantmaking in three program areas including Health care and Medical Research; Education, and Community Programs for Those Most Vulnerable.” Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

DiscoverOrg Sales

MARCH 31, 2016

In 2012, the health center rolled out one of the earliest versions of electronic health record management systems and has since continued to innovate with regards to technology in medicine. The system includes close to 2,000 hospital beds, 650 physicians, and 1,600 nurses.

Microsoft 120

Microsoft Government Health Care SAP 120

Sales Training Connection

MAY 30, 2012

©2012 Sales Horizons, LLC. So, the more physicians a sales rep can develop a relationship with – the more likely they will be successful. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 113

Health Care Decision Maker Cold Calling Training 113

Score More Sales

FEBRUARY 11, 2013

If you call into hospitals / medical – you know a bit about the health care insurance changes and how this not only impacts all the decisions being made in the medical field now, but has added some anxiety and caution to decision-making. Tie that into your conversation. If we have a tie, we’ll have 2 winners.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

A Sales Guy

OCTOBER 17, 2012

Employer-sponsored Health Coverage Alive and Well. CFOs have been grappling with the fallout from health care reform for two years now. When it comes to health care cost, about 70% of U.S. Those who do expect a cost increase say they expect reform to increase their company’s health care costs by 10%.

Hiring 110

Hiring Health Care Scale Survey 110

Pipeliner

FEBRUARY 7, 2018

Jason’s extensive research into sales performance led to the breakthrough insights published in the book, Cracking the Sales Management Code (McGraw-Hill, 2012).

Social Media 60

Social Media Telecommunications Health Care Media 60

Sales Training Connection

FEBRUARY 29, 2012

©2012 Sales Horizons, LLC. Times of change produce a new set of winners and losers – business-as-usual will be business lost to competitors that are more agile and responsive. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 72

Health Care Hiring Direct Mail Licensing 72

Sales Training Connection

OCTOBER 5, 2012

Health care is a good case in point. ©2012 Sales Horizons, LLC. In today’s business environment a number of markets are going through transformational changes. The organizations that comprise such a market are changing what they buy, how they buy, and what they are willing to pay for it.

Positioning 95

Positioning Health Care Face-to-face Travel 95

Sales Training Connection

JANUARY 11, 2012

In some cases, such as the health care industry, these changes can legitimately be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it have all changed. ©2012 Sales Horizons, LLC. New Normal in Sales. Major trap: doing too little, too late.

Pivotal 69

Pivotal Health Care Training B2B 69

Zoominfo

OCTOBER 2, 2019

As of 2012, PepsiCo’s products were distributed across more than 200 countries, and is the second largest food and beverage business in the world, behind Nestlé. Johnson & Johnson embraces research and science, bringing innovative ideas, products, and services to advance the health and well-being of people. Revenue: $67.2

Company 100

Company Ideal Customer Profile Lead Rank Lead Scoring 100

Sales Training Connection

JANUARY 27, 2012

Over the last dozen or so years, we specialized in sales training for the health care market. In which segment of the health care market did we have zero clients? ©2012 Sales Horizons, LLC. We’ve been in the consultative sales training business for more than 30 years.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

HeavyHitter Sales

SEPTEMBER 1, 2009

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. February 2012. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Categories.

Health Care 68

Health Care Penetration Decision Maker Government 68