Sales Training Connection

FEBRUARY 24, 2014

Medtech sales. ” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. Sales Process.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Some Sales 2.0 How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Key Account Managers (KAMs) in Medical Device Sales . Some Sales 2.0

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

SEPTEMBER 10, 2012

And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult. So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. ©2012 Sales Horizons, LLC. There is no one way physicians prefer to interact with a medical company.

Health Care 99

Health Care Journal Demographics Face-to-face 99

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. Some partnerships add to this by making it possible for MindTickle to offer an even greater go-to-market value. The vertical play with SalesSparx.

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

SEPTEMBER 12, 2011

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

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

APRIL 25, 2014

MedTech sales. Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. But what are some of the new specific skill sets that will define the superior sales team? ©2014 Sales Horizons, LLC.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Crunchbase

MARCH 6, 2020

I’ve worked my way up the sales ladder by keeping a pulse on up-and-coming startups – always looking out for the latest funding rounds and companies with impressive growth signals. By the time a company reaches Series D or higher, it’s a household name every sales rep has on their radar. Industry: Health Care, Medical.

Health Care 120

Health Care Enterprise Enterprise Remedy 120

Sales Training Connection

SEPTEMBER 7, 2012

Sales reps usually get excited when their company launches a new product. And when the product is a new technology that is significantly different from others on the market, the level can be particularly high. How can medical sales reps sell new products to this larger population of physicians? ©2012 Sales Horizons, LLC.

Health Care 107

Health Care Territories Training Up-Sell 107

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. As the medical device market place changes hospital purchasing is becoming very different today from yesteryear.

Health Care 94

Health Care Data Journal Study 94

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?

Health Care 108

Health Care Marketing Insurance Insurance 108

Sales Training Connection

JANUARY 13, 2012

Medical sales. According to Fine, industries with faster clockspeeds have more market experimentation, increased competition, and frequent waves of innovation. Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. Industry Example.

Health Care 76

Health Care Scale Training Industry 76

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. Capture larger market shares.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

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

FEBRUARY 22, 2012

Sales Performance. If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. On the other hand, from time to time disruptive trends emerge that upend the market in ways that few ever imagine. Augment the sales team with market specialists. Financial Expectations.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

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

APRIL 23, 2012

This combination of trends is especially true in those portions of the medical device market that generate the largest profits: CRM devices, cardiology, spine-related devices, and orthopedics devices. What does this mean for the sales force? What does this mean for the sales force? ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Decision Maker Training Benefit 112

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. What is inbound sales?

Inbound 139

Inbound Top of Funnel Outsourcing Services Hiring 139

Sales Hacker

MAY 15, 2018

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen.

Demand Generation Agencies 67

Demand Generation Agencies Demand Generation Demand Generation Targets Hiring 67

Allego

AUGUST 21, 2020

Built using Allego’s market-leading learning and enablement platform, the VTA app provides free mobile access to a multi-vendor library of training and product materials for medical professionals. It was releasing both new ventilator models and introducing models to new markets. Each model had different training requirements.

Lead Rank 118

Lead Rank Face-to-face Health Care Vendor 118

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. . Changes in U.S.

Health Care 61

Health Care Account Territories Face-to-face 61

Zoominfo

MARCH 9, 2020

And while ZoomInfo doesn’t monitor hand hygiene efforts or health care records, it does track one data type that offers insight into the issue of employees working from home as a result to the coronavirus outbreak. Learn more about technographic data in ZoomInfo’s 2019 Technographic Data Report for B2B Sales Organizations.

Company 130

Company Health Care Analysis Face-to-face 130

Apptivo

JUNE 27, 2022

With many applications in the healthcare market, patients are highly informed, thus demanding superior and prompt customer service in the forthcoming years. 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.

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

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

Sales Training Connection

APRIL 2, 2014

Transformation changes affecting medical sales. In times of transformational market change there are new winners and losers. 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.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

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. Click here. .

Health Care 58

Health Care Training Sales Competition 58

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

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. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

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! Reimbursements have decreased, costs increases have slowed but continue, profits have shrunk and outcome-based payment models have become a new topic of conversation.

Health Care 50

Health Care Biotechnology Insurance Insurance 50

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. Some partnerships add to this by making it possible for Mindtickle to offer an even greater go-to-market value. The vertical play with SalesSparx.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

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. Those who know the market best say the change is likely to continue. This marketing idea is simply one of the recent examples of innovation.

Health Care 72

Health Care Hiring Direct Mail Licensing 72

Anthony Iannarino

MARCH 22, 2020

There is an ongoing conversation on the social channels as to whether one should continue selling through a crisis. We had not over-built houses; in fact, we have too few houses, in large part due to the tight labor market we’ve enjoyed over the past years. What Does It Mean to Sell. What Difference Will You Make.

eBook 130

eBook Health Care Government Call-back 130

Sales Training Connection

OCTOBER 5, 2012

Sales reps. 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. Health care is a good case in point. ©2012 Sales Horizons, LLC.

Positioning 95

Positioning Health Care Face-to-face Travel 95

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. On the other hand, there are some basic best practices for selling in the medical device market that have been and will continue to be important. ©2012 Sales Horizons, LLC.

Health Care 113

Health Care Decision Maker Cold Calling Training 113

Emissary

AUGUST 15, 2021

Healthcare has been a rapidly changing industry for at least a decade, and its transformation has implications not just for technology, but for technology sales as well. Here are three key takeaways from the conversation: . Highlights from the Discussion: Q: Let’s dive into the different sectors of the market.

Enterprise 52

Enterprise Enterprise Health Care Nonprofit 52