Sales Training Connection

DECEMBER 19, 2012

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

Health Care 105

Health Care Pharmaceuticals Face-to-face Training 105

Sales Training Connection

NOVEMBER 14, 2012

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs (..)

Health Care 93

Health Care Training Sales Pharmaceuticals 93

Sales Training Connection

OCTOBER 16, 2013

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

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

AUGUST 27, 2014

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JULY 23, 2012

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs. (..)

Health Care 90

Health Care Training Sales 90

Sales Training Connection

APRIL 1, 2013

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training.

Health Care 93

Health Care Training Sales Pharmaceuticals 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. What role does sales training play? Selling medical devices. The medical device market is in the midst of a transformational shift. Click here. . ©2011 Sales Horizons, LLC.

Health Care 58

Health Care Training Sales Competition 58

Sales Training Connection

JULY 28, 2014

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.

Pharmaceuticals 93

Pharmaceuticals Health Care Training Sales 93

Sales Training Connection

SEPTEMBER 10, 2012

So, let’s review a list of ideas for getting started: Determine how the physician wants to receive information – peers, company experts, journals articles. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Easy to say, not so easy to do. ©2012 Sales Horizons, LLC.

Health Care 99

Health Care Journal Demographics Face-to-face 99

Sales Training Connection

APRIL 23, 2012

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

Health Care 112

Health Care Decision Maker Training Benefit 112

Sales Training Connection

OCTOBER 1, 2012

When sharing the author’s recommendations, it is important to be accurate so take the wording right from the article. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Then share the reasons for the study (e.g., ©2012 Sales Horizons, LLC.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

NOVEMBER 28, 2012

Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Other posts on medical sales training you might find helpful are: Medical sales – a new sales environment as more physicians become hospital employees. What’s the macro level impact on sales?

Health Care 90

Health Care Referrals Trends Lead Rank 90

Sales Training Connection

DECEMBER 10, 2012

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

Health Care 108

Health Care Customer Government Trends 108

Sales Training Connection

DECEMBER 9, 2011

Click here to take a read … If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? ©2011 Sales Horizons, LLC.

Health Care 78

Health Care Training Sales 78

Sales Training Connection

SEPTEMBER 12, 2011

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. Given this picture, what are the implications for medical device sales people ? . Pricing pressures.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

DECEMBER 21, 2011

Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. Most of these posts are based on our experience conducting sales training with medical device companies and sharing what experts are saying about the medical sales industry. Medical sales - a new opportunity.

Health Care 98

Health Care Opportunity Hiring Referrals 98

Sales Training Connection

JANUARY 8, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Horizons, LLC.

Health Care 104

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Sales Training Connection

MARCH 30, 2012

If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Training Up-Sell Sales 90

Sales Training Connection

MARCH 19, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Horizons, LLC.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

SEPTEMBER 7, 2012

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

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

AUGUST 6, 2012

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

Health Care 111

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Sales Training Connection

JANUARY 27, 2012

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. 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?

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

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

FEBRUARY 3, 2012

Technorati Tags: 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 , medical sales training , medical sales training blogs , sales training , sales training articles , sales training best (..)

Trends 72

Trends Health Care Hiring Training 72

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

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.” Industry Example. ©2012 Sales Horizons, LLC.

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Health Care Scale Training Industry 76

Sales Training Connection

AUGUST 15, 2011

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. Let’s take a closer look. .

Health Care 69

Health Care Guidelines Study Training 69

The Sales Hunter

NOVEMBER 21, 2011

Sales Articles. 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.” ” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411. training tip.

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Motivation Training Hiring Ideal Customer Profile 185

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.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

JUNE 3, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Horizons, LLC.

Health Care 108

Health Care Marketing Insurance Insurance 108

Sales Training Connection

NOVEMBER 7, 2011

Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . ©2011 Sales Horizons, LLC.

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Health Care Face-to-face Training Sales 90

Sales Training Connection

JANUARY 20, 2012

The second question is do these changes impact sales training – again the answer is yes. Sales training needs to provide sales people with learning experiences that will help them use that data effectively. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

AUGUST 16, 2011

Click here to take a read … If you find the Medical Sales – Blog Round Up helpful, why not subscribe to the Sales Training Connection ? ©2011 Sales Horizons, LLC.

Health Care 57

Health Care Training Sales Pharmaceuticals 57

Sales Training Connection

MAY 30, 2012

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

Health Care 113

Health Care Decision Maker Cold Calling Training 113

Sales Training Connection

APRIL 2, 2014

Although many of the long-term implications of the major drivers such as the Affordable Care Act are still vague, the article points out two mega-trends that will help shape the picture of the future: consumerization – patients will have greater choice and control. risk migration – risk will shift from payors to providers.

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Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

AUGUST 3, 2011

If you found this post helpful, you might want to subscribe to our blog, the Sales Training Connection.

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Health Care Company Training Marketing 60