Sales Training Connection

OCTOBER 2, 2013

A second trend is new medical technologies relates to the continuum of care. Increasingly, new technologies are being developed to work across an integrated continuum of care – a strategy supported by the Affordable Care Act and Accountable Care Organizations (ACOs). How do these transformational changes impact sales?

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

FEBRUARY 5, 2014

A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Here are five key findings that related well to Sales: Nine in 10 respondents say an entrepreneurial attitude can lead to new ideas that promote growth in a tough economy.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

FEBRUARY 24, 2014

As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Buying Process. ©2014 Sales Momentum ®.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

NOVEMBER 14, 2011

When obtaining a reference from an existing customer contact there is a balancing act to keep in mind. Because of a previous implementation, a sales person, technical support staffer, or sales manager from another division of your company may know a customer who has an interest in an area directly related to your product portfolio.

Sales Qualified Lead 95

Sales Qualified Lead Leads Marketing Qualified Lead Government 95

Sales Training Connection

MARCH 21, 2017

Observe what is happening in overall ongoing expense management and related capital budgeting. Think about leveraging literature, speeches, research, stories you’ve heard that relate to the customer’s agenda or you know are of particular interest to the individual. Implementing new ideas and acquiring new capabilities cost money.

Gatekeeper 46

Gatekeeper Decision Maker Lead Rank Lead Scoring 46

Sales Training Connection

JULY 27, 2016

Then then identify what “needs fixing” in order to meet your goals, prioritize which ones to address and act on them one by one. All sales managers get a tremendous amount of internal requests from top management related to answering ever-popular questions such as: Are you meeting your sales figures? Be a filter not a funnel.

Sales Management 50

Sales Management Top of Funnel Funnel Face-to-face 50