Sales Training Connection

FEBRUARY 19, 2014

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.

Health Care 125

Health Care Pharmaceuticals Training Promotion 125

Crunchbase

JUNE 24, 2020

The five startups that caught my eye in May include a few interesting players in the mental health, security and SOC-as-a-service spaces, and a new socially conscious fintech platform. . Industry: Health Care, Health Diagnostics, Personal Health, Wellness. Mindstrong. HQ: San Francisco, CA. DefinedCrowd.

Outsourcing Services 97

Outsourcing Services Health Care Real Estate Automotive 97

Vendor Neutral

NOVEMBER 1, 2023

Sales Tech and Innovation Hub Sales Execution Success in Regulated Markets REGISTER NOW Let’s Talk Sales Execution, Buyer Relevant Content, the Risk and Reward “Forrester Research has found that 89% of B2B buyers say receiving relevant content at each buying stage is important or very important.”

Scale 52

Scale Marketing Health Care Analytics 52

Sales Training Connection

AUGUST 16, 2013

Sales and storytelling – 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. Make it personal.

Health Care 110

Health Care Pharmaceuticals Training Relationals 110

Sales Training Connection

MAY 1, 2013

When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. He talked about a Book of Knowledge that sales reps needed to learn. A major challenge for the sales reps was to keep up with that Book of Knowledge. Competitive Knowledge – how their devices work.

Health Care 105

Health Care Knowledge Base Government Training 105

Increase Sales

JUNE 22, 2017

The reason for this question is because of some recent interactions with a local health care facility and its staff. Words could not express my personal gratitude for the care a loved one received. My sense was my action was not typical of other customers to this health care facility.

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Health Care Social Media Travel Media 159

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. How do we become more customer-centric? – ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

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. With this in mind, companies are looking for ways to make meaningful connections with their vertical customers that will yield more closed deals, faster.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

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

FEBRUARY 5, 2014

Drive sales innovation. Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights. 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.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

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. As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. Some Sales 2.0

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

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

Allego

MAY 2, 2024

Companies that make software for sales, enablement, marketing, word processing, and more all proudly say they have genAI features. If your sales reps, marketers, or other employees use them, do they have to change their strategies? Do they have to inform their prospects and customers about their genAI usage?

ACT 62

ACT Sales Enablement Guidelines Software 62

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.

Pharmaceuticals 93

Pharmaceuticals Health Care Training Sales 93

Sales Training Connection

JULY 14, 2014

Medical Sales. If you missed some of our medical sales and medical device blog posts, here’s a chance to look at some of our most popular posts – in the Medical Sales – Blog Round-up. The 4 blogs are: Medical sales – grabbing physician attention. MedTech sales: when customers change – so must you.

Health Care 63

Health Care eBook Guarantee Negotiation 63

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

Sales Training Connection

OCTOBER 2, 2013

Transformation changes affecting medical sales. And, all that turned out okay for both the customers and the suppliers. 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. ©2013 Sales Momentum ®.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Mindtickle

MAY 1, 2020

Engaging on a deeper level inspires trust and confidence in the seller’s ability to understand their needs and deliver a solution that will have a significant return on investment — critical elements in making a sale. Our partnership with PSI emphasizes the importance of Sales Readiness.

Health Care 91

Health Care Telecommunications Lead Rank Insurance 91

The Pipeline

JULY 22, 2013

One example would be a paramedic “a person who is trained to assist a physician or to give first aid or other health care in the absence of a physician, often as part of a police, rescue, or firefighting squad.” Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

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.

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

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.

Health Care 90

Health Care Referrals Trends Lead Rank 90

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

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

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Along with other modern B2B data, NAICS codes can provide a fine level of granularity that’s useful when prioritizing and routing accounts across a sales organization, developing personalized, relevant messaging, and many other applications.

Transportation 100

Transportation Automotive Chemicals Marketing 100

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. Regardless, they alter in a fundamental way – what the customer buys, how they buy, and what they are willing to pay for it. Augment the sales team with market specialists. Let’s examine a couple of ideas.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

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

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

eGrabber

JULY 17, 2023

Fastest Way to Generate Potential Sales Leads on LinkedIn! Tag as tech industry or health care industry? Turns out, Bob might show up in neither and only show up under sales industry! So if Bob’s first job was a sales intern, he would assign his lead industry to sales. A: Both would be right.

Prospecting 52

Prospecting Health Care Ideal Customer Profile How To 52

Close.io

AUGUST 21, 2019

Platform startups often struggle to nail niche markets because customers can do so many things with it. Jeff Lawson (CEO) and the Twilio team are experts at getting into the minds and shoes of customers to nail niches in ways that have created a platform company worth billions. First: listen to customers (ideally in person).

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Customer Lead Generation Marketing Qualified Lead Health Care 91

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.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Increase Sales

NOVEMBER 29, 2012

Years ago I learned of this word “heuristic” and today after reading a couple of blogs regarding sales and selling including becoming the buyer’s assistance I was reminded of this word and how much it pertains to top sales performers in the small business marketplace. Then do you think you would increase sales?

Health Care 157

Health Care Small Business Small Business Face-to-face 157

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

FEBRUARY 20, 2013

Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training Connection. When the customer does a majority of the talking, the seller can develop a much better understanding of they customer’s issues and what he/she is trying to achieve.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

JUNE 6, 2014

MedTech sales. According to a recent Gallup study – “To build and maintain patient loyalty and engagement in an era when consumers can shop around for the best value, healthcare organizations must not only provide quality care but also surpass patient expectations.”. What does all this mean for MedTech sales? .

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

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. . Not establishing why you’re asking questions – If the customer doesn’t know why you’re asking questions, bad things tend to happen.

Health Care 97

Health Care Training Sales Consultative Selling 97

Mindtickle

MAY 1, 2020

Engaging on a deeper level inspires trust and confidence in the seller’s ability to understand their needs and deliver a solution that will have a significant return on investment — critical elements in making a sale. Our partnership with PSI emphasizes the importance of Sales Readiness.

Health Care 52

Health Care Telecommunications Lead Rank Insurance 52

Pipeliner

DECEMBER 5, 2023

So far, however, sales tools have been distinctly lacking in understanding how to relate to people in an engaging and engrossing way. Because Pipeliner is different, it effectively causes the market to think differently about sales. Pipeliner encompasses a company’s sales process. It is not instant or transactional.

Pipeline 59

Pipeline CRM Closing Real Estate 59