Sales and Marketing Management

JULY 26, 2020

There is no one-size-fits-all model to selecting and training the top sales leader, so a holistic onboarding program needs to rely not only on training and sales tactics, but also on leadership and coaching. Training practices should start from the top-down, with leaders directing the selling methodology. Leaders, Take Part!

Hiring 234

Hiring Training Lead Rank Health Care 234

Sales Training Connection

FEBRUARY 5, 2014

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

APRIL 23, 2012

According to Bain, this enables the companies to do two things: (1) offer a lower price and bring additional benefit to the hospital because their costs are lower (2) sell more by focusing on the totality of needs of the hospital by selling directly to a economic decision maker. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Decision Maker Training Benefit 112

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. Changing decision-makers – Although once often the sole decision-maker, the power of physicians is eroding. Health care reforms in the U.S.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

MARCH 27, 2014

Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. And to learn more about our MedTech sales training programs, click here.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

MAY 30, 2012

There are multiple decision makers in the practice. As a result, even if a key decision maker has a strong preference, their colleagues will likely be strong influencers in any decision. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 113

Health Care Decision Maker Cold Calling Training 113

Sales Training Connection

JANUARY 20, 2012

The second question is do these changes impact sales training – again the answer is yes. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria.

Health Care 82

Health Care Policies Decision Maker Pivotal 82