Sales Training Connection

FEBRUARY 5, 2014

Drive sales innovation. 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. Senior managers expect salespeople to have a good handle on their needs and interests before sales calls.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. These shifts mean medical device companies must re-address their value propositions and adapt how they sell. The cornerstone for making the adjustment will be the front-line sales manager. Get serious about sales training and development.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. Key Account Managers (KAMs) in Medical Device Sales . This level and type of conversation is now a requirement for sales success. How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

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.

Health Care 58

Health Care Training Sales Competition 58

Sales Training Connection

SEPTEMBER 10, 2012

There is no one way physicians prefer to interact with a medical company. So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. 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

OCTOBER 2, 2013

Transformation changes affecting medical sales. However, due to the trends in the health care industry more providers and patients are no longer demanding the latest and “greatest” a/k/a most expensive. A second trend is new medical technologies relates to the continuum of care. ©2013 Sales Momentum ®.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

AUGUST 27, 2014

As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. 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.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

APRIL 25, 2014

MedTech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth. The authors suggest: “Companies in all segments of the sector will need to produce high-quality goods at a lower cost. But what are some of the new specific skill sets that will define the superior sales team?

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

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.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

Sales Training Connection

AUGUST 3, 2011

Will there be a place for a relationship between surgeons with medical device companies in the future? If you found this post helpful, you might want to subscribe to our blog, the Sales Training Connection. It’s an interesting question that was posed to orthopedic and spine surgeons.

Health Care 60

Health Care Company Training Marketing 60

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?

Health Care 107

Health Care Territories Training Up-Sell 107

Mindtickle

FEBRUARY 3, 2021

If there is one thing we at MindTickle have learned in our ceaseless pursuit to create a world-class Sales Readiness platform, it is the value of a strong partner ecosystem. Having a vertical go-to-market strategy has become increasingly important for companies today. Cross-industry training content to uplevel sales conversations.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

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?

Health Care 120

Health Care Face-to-face Training Resources 120

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.

Health Care 111

Health Care Training Relationals Positioning 111

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.

Health Care 112

Health Care Decision Maker Training Benefit 112

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.

Health Care 98

Health Care Opportunity Hiring Referrals 98

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.

Health Care 76

Health Care Scale Training Industry 76

Allego

AUGUST 21, 2020

In this episode, VP Pat Berges describes how an industry put aside turf battles to bring critical training information to frontline healthcare workers around the world. Pat Berges, Vice President of Global Commercial Capabilities, Medtronic is the Chair of the Ventilator Training Alliance (VTA). Whatever we can do to help.’”.

Lead Rank 118

Lead Rank Face-to-face Health Care Vendor 118

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 negotiating positions with vendors and insurance companies.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

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.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

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?

Health Care 90

Health Care Face-to-face Training Sales 90

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. . So given these changes, how can a major health care company be in the winning category? So, this is Sales Training 2.0. .

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

JULY 8, 2013

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. There are a number of reasons why these companies are reducing the size of their sales forces. The Wall St.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

The Sales Hunter

JUNE 13, 2012

If you want greater success in prospecting — and more sales! Example is if you’re selling software to a wide number of companies and organizations, then don’t just call at random. So, one week you may focus on the health care industry and the next week you may focus on the automotive industry.

Prospecting 206

Prospecting Automotive Health Care Segment 206

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.

Health Care 69

Health Care Guidelines Study Training 69

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? We think that one is fairly easy – the answer is yes. And physicians?

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Score More Sales

FEBRUARY 11, 2013

If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. I get a lot of these calls and messages from eager sales reps every week, and I can tell you that there is one thing overall that shuts a conversation down quicker than anything else for me.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Sales Training Connection

AUGUST 4, 2015

MedTech Sales. Today’s medical sales industry is a case in point. Selling in the medical sales space is not business as usual! Now, let’s leap to the other side of table and view this world through the eyes of a VP of Sales for any medical device company. What does all this mean? Let’s look at suppliers.

Health Care 50

Health Care Biotechnology Insurance Insurance 50

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.

Health Care 97

Health Care Training Sales Consultative Selling 97

Mindtickle

FEBRUARY 3, 2021

If there is one thing we at Mindtickle have learned in our ceaseless pursuit to create a world-class Sales Readiness platform, it is the value of a strong partner ecosystem. Having a vertical go-to-market strategy has become increasingly important for companies today. Cross-industry training content to uplevel sales conversations.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Sales Training Connection

JULY 19, 2016

Medical sales training. If you are a company selling medical devices, equipment, consummables, software or other medical market products/services, 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.

Training 50

Training Pivotal Scale Software 50

Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. Here are some interesting findings from the data: Out of the 29 industries, Marketing and Advertising companies have the lowest email open rates. Professional Training and Coaching: 36%. What is the average email open rate for arts and entertainment companies?

Industry 143

Industry Real Estate Outsourcing Services Biotechnology 143

Smooth Sale

NOVEMBER 29, 2022

5) Health Care: Health care is another essential aspect when planning for retirement. For example, will you be covered by Medicare or purchase a private health plan? As the CEO of Smooth Sale, after her near-death experience, Stutz created the motto, “Believe, Become, Empower “. Be A Story-Teller.

Health Care 78

Health Care Hiring Insurance Insurance 78

Apptivo

JUNE 27, 2022

The health care CRM can be integrated with other marketing tools in order to send regular emails, or send messages without having to dial the patients manually. The health care CRM is a repository of patient information: The more you learn and know about your patients, the better you can serve them.

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

Score More Sales

JANUARY 28, 2014

You have so many apps and programs in sales, and more data than you could ever consume. This is the Watson techno brain popularized by Jeopardy fame – IBM’s massive computer think-tank that is now positioned to help solve really big issues in medicine, health care, and also in business. I sure hope so).

Data 208

Data Health Care Retail Lead Rank 208

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. So for those of us interested in sales what do we need to do in order to be responsive to these changes so we can continue to be successful? Collaboration.

Health Care 72

Health Care Hiring Direct Mail Licensing 72

Sales Hacker

OCTOBER 23, 2020

In sales, we have three enemies. The solution is to change the way you approach a sale so that you are building emotional safety with your prospect. They could be worried about returning to the office after sheltering in place or about a loved one who works in health care. Building Emotional Safety®. Staying Curious.

Top of Funnel 82

Top of Funnel How To Lead Rank Vendor 82