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. What role does sales training play? Selling medical devices. The medical device market is in the midst of a transformational shift. Click here. . ©2011 Sales Horizons, LLC.

Health Care 58

Health Care Training Sales Competition 58

Mindtickle

FEBRUARY 3, 2021

SalesSparx enriches MindTickle’s data-driven learning, training, and coaching capabilities with industry-specific playbooks, processes, and training needed to arm sellers in the B2B healthcare vertical — a huge market with equally huge revenue potential. Cross-industry training content to uplevel sales conversations.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. The differentiators continue to be execution, made up of a dynamic process as James highlights, and skills training. The commonality, safety, more specifically safety, and the value of time. What’s On Top.

Airlines 206

Airlines Sports Health Care Analysis 206

Sales Training Connection

SEPTEMBER 10, 2012

Understand why the physician is using the current medical product – personal financial gain, comfort level, relationship with sales rep, opportunities with vendor for practice building. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Health Care 99

Health Care Journal Demographics Face-to-face 99

Sales Training Connection

OCTOBER 1, 2012

You have to plan ahead of time what you would say if given the opportunity by a doc to continue talking about the study. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. This requires a well-crafted and well-rehearsed up-front attention grabber.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

NOVEMBER 28, 2012

Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Other posts on medical sales training you might find helpful are: Medical sales – a new sales environment as more physicians become hospital employees. What’s the macro level impact on sales?

Health Care 90

Health Care Referrals Trends Lead Rank 90

The Pipeline

JULY 22, 2013

Dictionary.com , defines a paraprofessional as “a person trained to assist a doctor, lawyer, teacher, or other professional, but not licensed to practice in the profession.”

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Sales Training Connection

FEBRUARY 22, 2012

So, what can a VP of Sales do to meet the challenges produced by these disruptive trends and take advantage of the growth opportunities they generate? 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.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Sales Training Connection

JANUARY 6, 2012

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.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

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? Remember that this is the beginning of an entirely new chapter in your life with endless possibilities and opportunities for exploration!

Health Care 78

Health Care Hiring Insurance Insurance 78

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? First, sales training for KAEs is not just more of the same.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

JUNE 30, 2014

But a warning … you don’t have many opportunities to get it right and if you get it wrong the first time, you probably won’t have a second shot. Meetings with the c-suite should be short and personalized – tailored to their interests, challenges and opportunities – so the discussion engages them professionally and personally.

Conversion 93

Conversion Health Care Face-to-face Training 93

Sales Training Connection

APRIL 2, 2014

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

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Mindtickle

FEBRUARY 3, 2021

SalesSparx enriches Mindtickle’s data-driven learning, training, and coaching capabilities with industry-specific playbooks, processes, and training needed to arm sellers in the B2B healthcare vertical — a huge market with equally huge revenue potential. Cross-industry training content to uplevel sales conversations.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Sales Training Connection

JUNE 3, 2013

In the medical device market there are windows of opportunity such as when a new product is launched where one device may be significantly better. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Final note. But, as we all know these times don’t sustain.

Health Care 108

Health Care Marketing Insurance Insurance 108

Sales Training Connection

SEPTEMBER 28, 2011

Sales people sometimes are so eager just to get an opportunity to talk with a surgeon that they don’t read the situation. If you found this post interesting, why not subscribe to the Sales Training Connection ? . Not reading the situation – We work with many medical device companies, several of whom support surgeons.

Health Care 97

Health Care Training Sales Consultative Selling 97

Sales Training Connection

AUGUST 4, 2015

Initiatives to contain costs will continue to be center stage and mergers among all the various business players, including health care suppliers, will continue. Achieving this level of excellence has major implications not only for the sales function but also for sales training and marketing. Can’t win by product alone.

Health Care 50

Health Care Biotechnology Insurance Insurance 50

Score More Sales

JANUARY 28, 2014

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. Increase Opportunities. That’s Billion with a B. Expand Your Pipeline. Close More Deals.

Data 208

Data Health Care Retail Lead Rank 208

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

MAY 4, 2020

Sales professionals with a strong social selling index on LinkedIn have 45% more sales opportunities than those who don’t and are 51% more likely to reach quota. Social selling is responsible for generating half of revenue for 14 major industries including computer and network security, health care, and financial services.

Social Selling 115

Social Selling LinkedIn Lead Rank Lead Scoring 115

Hubspot Sales

FEBRUARY 8, 2018

Identified some content opportunities for you”. Professional Training and Coaching: 36%. This category encompasses companies that self-identified their industry as: alternative medicine, hospital and health care, individual and family services, medical devices, medical practice, mental health care, or veterinary.

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Score More Sales

FEBRUARY 11, 2013

If you call into hospitals / medical – you know a bit about the health care insurance changes and how this not only impacts all the decisions being made in the medical field now, but has added some anxiety and caution to decision-making. Tie that into your conversation.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Hubspot Sales

NOVEMBER 7, 2017

Enroll in online or in-person training. In most cases, you’ll be meeting with health care professionals to discuss your products’ benefits. Make sure to get a full-picture view of the opportunities you consider. This means you should explore opportunities where you can gain experience in the field immediately.

Biotechnology 91

Biotechnology Salary How To Compensation 91

Increase Sales

SEPTEMBER 9, 2011

His capitalistic caring inspired another capitalist by the name of Harry Kraemer to donate all the proceeds from his book From Values to Action to this fund. Sales Training Coaching Tip: This book is a must read and probably the best book I have read on business leadership during the last 10 years. Then there is Jon Huntsman, Sr.

Harvest 119

Harvest Health Care Education Media 119

LeadFuze

DECEMBER 31, 2021

Sales representatives will know a lot about their industry by the time they’re done with training. For example, if you are in the medical field then it might be best for your company’s health care division to have its own staff. Reps were hired, trained and compensated to perform as an individual to hit a quota.

Hiring 52

Hiring Lead Rank Scale How To 52

Nutshell

JULY 24, 2019

Just as a homeowner might want to sell their house before the year’s end to assist with tax issues or avoid upcoming tax law changes, health care consumers are more likely to buy at the end of the year in order to take advantage of their insurance benefits. Reason #2: The weather affecting demand of your product/service.

Hiring 120

Hiring Real Estate Trends Retail 120

Hyper-Connected Selling

DECEMBER 12, 2018

Instead they are now insurance providers, financial planners, health-care agents, and wealth managers that offer a wide-range of financial products to their customers. If their people treat all of their sales efforts the same, they lose out on a lot of opportunities and they drive the wrong activities in their business.

Insurance 45

Insurance Insurance Sales Cycle Top of Funnel 45

Xactly

SEPTEMBER 5, 2018

Thanks to complex buying cycles and manufacturing processes, success here depends on leveraging data for the identification of new opportunities, and then mobilizing teams to meet new market and technology demands. MBO examples might center around international OSHA laws, return management, productivity improvement, or employee training.

Examples 78

Examples Compensation Incentives Incentive 78

Hubspot Sales

FEBRUARY 4, 2024

Benefits like PTO and health care, which we take for granted in the tech world, are being touted as restaurants evolve into better workplaces. The website traffic is low, signaling an opportunity to build it better. From 2022 to 2023, the terms below have spiked up on restaurant career pages.

Benefit 86

Benefit Health Care Hotels Trends 86

The Sales Association

FEBRUARY 8, 2011

The opportunity to meet strategic thinkers and leaders in the sales industry." of members would recommend The Sales Association to their friends and nearly 70% already have! "The The caliber of people that participate." People Ive met seem willing to help." "The The vast reach of the organization - its not a single vertical market." "The

Real Estate 20

Real Estate Health Care Transportation Demographics 20

Cience

NOVEMBER 6, 2019

The most common response I get when I ask managers where they sell is a broad vertical-market answer like “health care” or “financial services.” Most sales training either ignores channel management tasks in that business or treats it as just another instance of selling to target customers. Always start with the sales tasks.

Channels 42

Channels Marketing Retail How To 42