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Medical sales value imperative – help physicians decrease risk

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Medical sales. Physicians are in risk management business – trying to avoid risk or at least manage it. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps. 2012 Sales Horizons, LLC.

Selling medical devices that are evolutionary not revolutionary

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From a sales perspective the focus has shifted to incorporate not only therapeutic advances but also factors related to driving down the total cost of care for the patient and for the hospital. Selling medical devices. 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. 

Medical sales training – something different vs. more of the same

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Hospitals will need to explore ways to reduce costs and to improve patient careHealth Care Sales Training Medical Device Sales Training Medical Sales Training Uncategorized healthcare sales training medical consummables sales training medical device sales training medical sales training medical software sales training medicla equipment sales training medtech sales training

Medical device sales – seven ways new sales reps can build sales success

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Medical sales – ask for commitments if you want to win

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Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. Unfortunately, it’s also a critical one. How often have we been in a sales call where the physician nods in agreement and we leave the call thinking it’s been successful?  But, you quickly learn otherwise.  2013 Sales Horizons, LLC.

Medical Sales – Blog Round-up – Summer 2013

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training pharma sales training Medical Sales.

Medical Sales – Blog Round-up – Winter 2014

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training medtech sales pharma sales training

Medical sales – Blog Round-up – Fall 2012

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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 , sales best practices , sales training.

Seven fundamentals for selling to physicians

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Patient care is still the first priority. Medical device sales. Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. In the future business-as-usual will be business lost to competitors. Cold calls aren’t well received.

Hospital sales – business-as-usual will be business lost to competitors

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The authors reported: “A growing number of hospitals are using their patients’ health and financial records to help pitch their most lucrative services, such as cancer, heart and orthopedic care. Hospitals are going through a period of transformation change.  On the clinical side, they’re changing what they buy, how they buy, and what they are willing to pay for it.

Medical sales – there is no back to the future

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To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act.  At this junction in the journey let’s look around and make an assessment of what’s going in the industry – what are hospitals buying, who’s doing the buying and what are they willing to pay for it?  MedTech Sales. Today’s medical sales industry is a case in point.

Drive sales innovation by bottom up entrepreneurialism

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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.  Hospitals now expect their suppliers to become partners to help them to deal with significant challenges driven by reduction in reimbursements and changes in their care delivery models. Think about it! 

Medical sales – blog round up – Winter 2012

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If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the  Medical Sales – Blog Round-up. Click here to take a read …. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the  Sales Training Connection ? 2012 Sales Horizons, LLC.

Team selling – more prevalent, more important and as difficult as ever

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Health Care Sales Training Sales Best Practices Sales Training sales best practices sales training team selling Team selling. In major accounts there are a number of different strategic situations where a team sale is preferred.  Do these situations sound familiar? Customer teams often take the form of buying committees or purchasing teams. Attitude is critical. 2014 Sales Momentum ®.

Medical device sales – tips to leverage the power of storytelling – An STC Classic

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If you want someone to care about making sustained behavior change, you have to individualize the story. A Classic - '63 Corvette. Sales and storytelling – a powerful combination! The latter is memorable and repeatable – the former is just another list of features. In a  previous blog we included tips for successful story telling.  Those tips work with all B2B sales. Make it personal.

Medical sales – grabbing physician attention – An STC Classic

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Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number of patients in their practices. A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer.  So what do you do? 

Four hospital-physician issues impacting medical sales in 2013

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Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Accountable care organizations (ACOs) are on the rise, with hospitals leading in ACO development. Selling with to hospitals and physicians - 2013 trends. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds.

Medical sales – impact of hospital mergers and acquisitions on sales strategy

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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. Medical sales. Capture larger market shares.

Training New Medical Device Sales Reps – Getting it Right

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If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep. When designing a training curriculum for new medical device sales people , clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. Is it – better patient outcomes?

Sales performance – leveraging the potential of disruptive trends

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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. As was the case in the mid 90”s hospitals are once again buying physician-owned practices.  In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients. 

MedTech sales – the declining advantage of superior technology

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As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements.  Larger and more diverse buying organizations.   The ability to navigate more complex and diverse organizations such as large IDNs and alternative care models. Medtech sales. BCG suggests changes will be required throughout the value chain. Metrics.

Training new medical device sales reps – getting it right

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Sales Training for New Medical Device Sales Reps. If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right. Here’s a preview … When designing a training curriculum for new medical device sales people, clinical knowledge is first and foremost.

Medical Sales – Blog Round-up – Summer 2014

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training medtech sales pharma sales training

eBook 27

Medical sales: tailoring sales to physician preferences – A Sales Tip

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Sales Tip. There is no one way physicians prefer to interact with a medical company.  Many factors influence the physician’s view of the ideal experience.  Personal preferences, communication styles, level of disease understanding, practice setting, local formulary control, disease specialty, and patient demographics, among others, shape the physician’s preferences for interaction.

Boost sales by understanding healthcare economics

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Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training Uncategorized biotech sales biotech sales training medical capital equipment sales medical sales medtech sales medtech sales training orthopedic sales training pharma sales MedTech sales.

Selling value in the medical device market – good is not good enough

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Health Care Sales Training Medical Device Sales Training Medical Sales Training Sales Best Practices Sales Training healthcare sales training medical device sales training medical device sales training articles medical devices sales training medical sales training articles medical sales training blogs sales best practices sales training Medical device sales. Final note.

Reinventing the sales conversation with the hospital c-suite

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One factor affecting the strategic paths hospitals choose is that all decisions including those relate to quality, patient care, and technology will be viewed through a financial lens. so executives are aggressively seeking innovative and creative approaches from their suppliers for increasing patient care while simultaneously reducing cost. Selling to the Hospital c-Suite. Context.

Emerging trends in medical device sales – podcast

Sales Training Connection

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Medical device sales – translating clinical value into economic value

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At the 2011 Medical Innovation Summit much time was spent discussing how economic conditions and their impact on policy is shifting control in healthcare from providers to payers. These policy shifts are manifesting themselves in many forms such as: changes in reimbursements, a rise in healthcare IT, and a push to decrease healthcare costs. We think that one is fairly easy – the answer is yes. 

Medical sales – blog round-up – Summer 2011

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Technorati Tags: health care sales training , health care sales training articles , medical device sales training , medical device sales training articles , medical devices sales training , medical sales training , medical sales training articles , sales best practices , sales training articles , sales training blogs. Medical Sales. 2011 Sales Horizons, LLC.

Pharma sales – it’s a different world

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Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Best Practices Sales Training medical sales medical sales training pharma sales pharma sales training sales best practices sales training Pharma sales. Pharma sales reps in the U.S. The Wall St. 2013 Sales Momentum ®  LLC.

Medical sales – tailoring sales to physician preferences – An STC Classic

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A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company.  Many factors influence the physician’s view of the ideal experience.  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.

Medical device sales – Investing in sales training 2.0

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

MedTech clinical staff – invite them to the sales training party

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Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Training Sales Training biotech sales training clinical staff sales trianing healthcare sales training medical sales training medtech sales training pharma sales raining MedTech clinical staff + sales training. But why stop there?

Medical sales – blog round up – Summer 2012

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Medical sales – blog round-up – Fall 2011

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Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the  Medical Sales – Blog Round-up. 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.

Getting MedTech Sales Strategy Right – white paper now on Kindle and iTunes

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Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales biotech sales healthcare sales medical device sales medtech sales pharma sales sales training Prefer to read your white papers on your Kindle and iPad designed for those formats? Kindle  ($.99). And, the  pdf  version is still available, too.

MedTech sales – past success doesn’t guarantee future wins

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The transformational changes in the health-care environment will only exacerbate the negative consequences of this situation, as the buying process becomes more demanding and purchasing arrangements become more sophisticated. MedTech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth. Well first there are some overarching answers. 

Medical sales – A new sales environment as more physicians become hospital employees

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hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. physicians are now employed by hospitals or integrated delivery systems , a trend fueled by the creation of accountable care organizations (ACOs) and the prospect of more risk-based payment approaches. According to the  New England Journal of Medicine , U.S.

5th issue impacting medical sales in 2013 – customer satisfaction

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Technorati Tags: health care sales training , 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 , pharma sales , pharma sales training. Hospital-physician alignment grows. ACOs are on the rise.