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

Sales Training Connection

Medical device sales people spend months learning about products, anatomy, and how to sell. Not only must medical device sales people display clinical proficiency, they also must add value to the surgeons, hospital staff, and practice staff – all the while focusing on improving patient outcomes. A tall task for any medical device sales rep , a daunting one for new sales reps.

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

Sales Training Connection

Medical sales training. Hospitals will need to explore ways to reduce costs and to improve patient care. If your customers are making changes, then the case is made that it’s no longer business-as-usual for your sales team. So, what does it take for a company to implement a sales transformation? Building transformational sales training. 2016 Sales Momentum ® LLC.

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

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. 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.

Training New Medical Device Sales Reps – Getting it Right

Sales Training Connection

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. Adding traditional sales skills training also is important, but insufficient for sales success. 2012 Sales Horizons, LLC. technical superiority?

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%).

Sales productivity – the era of the absence of change is over

Sales Training Connection

Sales Simulations. In some cases, such as the health care industry, these changes certainly can be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it are all changing. What does this all means for sales leadership? As any senior sales leader will share – it means many things. Address the soft stuff.

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. This requires a team – a single sales person cannot do it alone. Team Selling.

Did President Obama Do More Damage to the Image of Salespeople?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), On another occasion, Obama's campaign manager called Romney a felon. Were those name-calling instances part of a carefully planned campaign strategy? Sales Manager: "What happened?". New attack slogans?

The Sales Association: Insatiably Curious

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. The most important part of the sales process is the questioning phase, so you either have to be curious or act like you are. Youll also want to be sure youre prepared to ask questions when you go on a sales call. Before you go on a sales call, you should stop and ask yourself, "What information do I need to gather today in order to consider this a successful meeting? Labels: Conversational Selling , curiosity , qualifying , questions in sales , rapport. Sales Jobs.

Secrets of an Independent Sales Consultant

Dave Stein's Blog

Every week or so I get an email asking for advice from someone who is interested in becoming a independent sales consultant. When you’ve got a corporate job and you’re earning $100, 150, 200k, with benefits (like health care) and perks (like a computer), going cold turkey as a consultant will be a serious dose of reality. coaching Hiring Leadership sales training

Selling in the new normal marketplace

Sales Training Connection

New Normal in Sales. In some cases, such as the health care industry, these changes can legitimately be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it have all changed. A recent change management study by IBM shines a very bright light on this trend. What does this all means for sales leadership?

Why You Can't Motivate Workers | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. ” This advice bolsters a growing, albeit not fully accepted, belief among managers that money may not the best motivator of workers. In fact, more money has never been the prime motivator of workers but most managers still don’t want to accept it. This is particularly true in sales, as money has always been the traditional carrot dangling from a string.

Upcoming Webinars, New Research and Other News

Dave Stein's Blog

This clever survey applies to both procurement and sales so we can get both sides of the same story. Research shows most employees have 200-300 active business connections that could be used by sales people to help open doors, but which are sitting untouched in contact lists and mailboxes. 10 Imperatives for Improving Financial Acumen for Key Account Managers. Register here.

The Sales Association: Welcome to The Sales Association

The Sales Association

Sharing best practices in sales and sales management www.salesassociation.org. Welcome to The Sales Association. Membership Demographics Our members are experienced: 53% - 11+ years in the sales profession 47% - Director, Vice President or CEO 42% - Sr. of members would recommend The Sales Association to their friends and nearly 70% already have! The opportunity to meet strategic thinkers and leaders in the sales industry." Subscribe To The Sales Association. The Sales Association Website. Join The Sales Association. Posts.

“Parasales” Reps – Sales eXchange 209

The Pipeline

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. Sales 2.0 What’s in Your Pipeline?

A sales story – the emerging importance of positive deviants

Sales Training Connection

Sales reps. Health care is a good case in point. You need to adjust and adapt your sales strategy and the skills of your sales team. In a transformational market future success is about sales innovation. Historically best practice analysis has been one very effective approach for improving the skill set of a sales team. 2012 Sales Horizons, LLC.

Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Sales Tips.