Sales Training Connection

DECEMBER 19, 2012

Medical sales. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps. ©2012 Sales Horizons, LLC.

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Health Care Pharmaceuticals Face-to-face Training 105

Sales Training Connection

NOVEMBER 14, 2012

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Fall 2012 – in the Medical Sales – Blog Round-up. Click here.

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Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. How do you train KAMs? .

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Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

APRIL 1, 2013

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2013 – in the Medical Sales – Blog Round-up. Click here.

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Sales Training Connection

JULY 23, 2012

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2012 – in the Medical Sales – Blog Round-up. Click here.

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Sales Training Connection

SEPTEMBER 10, 2012

So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. So, let’s review a list of ideas for getting started: Determine how the physician wants to receive information – peers, company experts, journals articles. ©2012 Sales Horizons, LLC.

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Sales Training Connection

AUGUST 27, 2014

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. How do you train KAMs? . Some Sales 2.0

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Sales Training Connection

JULY 28, 2014

MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.

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Pharmaceuticals Health Care Training Sales 93

Sales Training Connection

OCTOBER 28, 2011

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. Here’s a preview and link directly to it.Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier.

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Health Care Training Sales Competition 58

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Measuring customer satisfaction is another trend that hasn’t been written about as much in the medical sales world , but strikes us as one with implications for selling to physicians and other hospital medical staff.

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Sales Training Connection

JANUARY 8, 2013

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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Sales Training Connection

MARCH 30, 2012

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ?

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Sales Training Connection

OCTOBER 1, 2012

So, today’s medical device sales reps must become skilled in selling with clinical data. Unfortunately too many medical device sales reps do not optimize the use of clinical data during their interactions with medical staff. Medical device sales reps can no longer simple say, “my product is the best” or “Dr.

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Health Care Data Journal Study 94

Sales Training Connection

APRIL 9, 2012

At a minimum they will be entering the healthcare market with a different set of expectations around healthcare availability and a different point of view about their relationships with medical sales companies than their more senior peers. So, what does this can as medical sales reps begin to sell to the newly minted physician?

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Sales Training Connection

SEPTEMBER 12, 2011

Medical device sales. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S. However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Health care reforms in the U.S.

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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. One key to a successful 2013 is crafting effective account sales strategies … and a linchpin of a successful sales strategy is an understanding of the customers and the issues they fac e.

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Sales Training Connection

SEPTEMBER 7, 2012

Sales reps usually get excited when their company launches a new product. The down side is that sales reps falsely assume their customer base is equally excited and want to hear about every last detail as soon as possible. How can medical sales reps sell new products to this larger population of physicians?

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Health Care Territories Training Up-Sell 107

Sales Training Connection

MARCH 19, 2013

Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. How often have we been in a sales call where the physician nods in agreement and we leave the call thinking it’s been successful? ©2013 Sales Horizons, LLC.

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Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

APRIL 23, 2012

What does this mean for the sales force? Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. In some cases, the medical device sales rep will be making this economic case on their own. ©2012 Sales Horizons, LLC.

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Sales Training Connection

DECEMBER 9, 2011

Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round-up. ©2011 Sales Horizons, LLC.

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Sales Training Connection

DECEMBER 21, 2011

Medical sales - a new opportunity. Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. The other day we stumbled upon an intriguing headline in the Money Section of USA Today – Hospitals hire sales reps to woo doctors. ©2011 Sales Horizons, LLC.

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Sales Training Connection

AUGUST 6, 2012

Medical sales. Storytelling and sales – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. Those tips work with all B2B sales. ©2012 Sales Horizons, LLC.

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The Sales Hunter

NOVEMBER 21, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. ” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411.

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Motivation Training Hiring Ideal Customer Profile 185

Sales Training Connection

JANUARY 6, 2012

Medical sales. 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. Improve the skill of the sales team to have business conversations.

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Health Care Lead Rank Strategy Insurance 72

Sales Training Connection

FEBRUARY 3, 2012

Why are hospitals hiring medical device sales reps? Better yet, why are medical device sales reps pursuing new careers with hospitals and what are the future implications of this interesting trend?

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Trends Health Care Hiring Training 72

Sales Training Connection

JANUARY 13, 2012

Medical sales. Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry.

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Sales Training Connection

FEBRUARY 22, 2012

Sales Performance. If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. So, what can a VP of Sales do to meet the challenges produced by these disruptive trends and take advantage of the growth opportunities they generate? Augment the sales team with market specialists.

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Trends Health Care Hiring Ideal Customer Profile 80

Sales Training Connection

NOVEMBER 7, 2011

Medical device sales people spend months learning about products, anatomy, and how to sell. Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. A tall task for any medical device sales rep , a daunting one for new sales reps. So what can a sales person do?

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Health Care Face-to-face Training Sales 90

Sales Training Connection

AUGUST 15, 2011

Medical devices sales. In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. The study introduced several key points that will be critical for anyone in medical sales – and for those responsible for designing their sales training.

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Health Care Guidelines Study Training 69

Sales Training Connection

APRIL 2, 2014

Transformation changes affecting medical sales. If you are a Medtech company, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. ©2014 Sales Momentum, LLC. risk migration – risk will shift from payors to providers.

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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. The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes.

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Sales Training Connection

AUGUST 24, 2011

Health care sales. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . As reported in a recent article by the Date Decision Group there were 77 major merger and acquisitions in 2010 – a 50% increase over the 2009 level.

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Sales Training Connection

AUGUST 16, 2011

Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round Up. ©2011 Sales Horizons, LLC.

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Sales Training Connection

JUNE 3, 2013

Medical device sales. Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale and moving to selling value. ©2013 Sales Horizons, LLC. How do you make the switch?

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Sales Training Connection

MAY 30, 2012

Medical device sales. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. This means medical device sales reps must be respectful of the implanter’s time and the consequences of their presence, such as the doc going “off schedule” 3. ©2012 Sales Horizons, LLC.

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Sales Training Connection

SEPTEMBER 28, 2011

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” Most sales people talk too much, listen too little and don’t ask enough questions. . Assuming the answer – Sales people have been known to assume the answer to a question based on experiences with other customers.

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Sales Training Connection

FEBRUARY 29, 2012

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. For example, an article in USA Today shares what hospitals are doing in relationship marketing. Existing Sales Force. Collaboration.

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