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Medical device sales – tips to leverage the power of storytelling

Sales Training Connection

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. But what about something specific for medical device sales ? Make it personal.

Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

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. This level and type of conversation is now a requirement for sales success. Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0.

Medical sales – ask for commitments if you want to win

Sales Training Connection

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. 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? That is not how to win in a competitive sale. 2013 Sales Horizons, LLC.

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

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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.

Selling to hospital information technology departments

Sales Training Connection

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. If the first call goes badly; you will unlikely get second chance and your sale could be doomed. After the initial sales calls, it’s likely that subsequent calls will drill down on your capabilities.

Medical Sales – Blog Round-up – Summer 2013

Sales Training Connection

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 2013 – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Click here to take a read.

Medical sales – blog round up – Winter 2012

Sales Training Connection

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. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? 2012 Sales Horizons, LLC. Click here to take a read ….

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

Medical Sales Round Up. 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 Fall 2012 – in the Medical Sales – Blog Round-up. Click here.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

Drive sales innovation. 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. Senior managers expect salespeople to have a good handle on their needs and interests before sales calls. 2014 Sales Momentum ®. Think about it!

Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

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 2013 – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Click here to take a read.

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.

Medical sales – there is no back to the future

Sales Training Connection

MedTech Sales. Today’s medical sales industry is a case in point. To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act. Selling in the medical sales space is not business as usual! Everyone involved is weighting healthcare options more carefully – seeking value at a lower cost. No new status quo.

Seven fundamentals for selling to physicians

Sales Training Connection

Medical device sales. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. Patient care is still the first priority. This means medical device sales reps must be respectful of the implanter’s time and the consequences of their presence, such as the doc going “off schedule” 3. 2012 Sales Horizons, LLC.

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?

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

Sales Training Connection

In major accounts there are a number of different strategic situations where a team sale is preferred. Another common situation is when the salesperson is engaged in a long sales cycle and given the call’s agenda brings a person with expertise in a specific area such as: technical support, manufacturing, or customer service. Successful sales teams adjust, adapt, and keep track.

Boost sales by understanding healthcare economics

Sales Training Connection

MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. Technorati Tags: biotech sales , biotech sales training , medical capital equipment sales , medical sales , medtech sales , medtech sales training , orthopedic sales training , pharma sales.

Medical Sales – Blog Round-up – Summer 2014

Sales Training Connection

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. Click here to take a read.

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Four hospital-physician issues impacting medical sales in 2013

Sales Training Connection

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. What’s the macro level impact on sales?

Reinventing the sales conversation with the hospital c-suite

Sales Training Connection

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. 2014 Sales Momentum, LLC. Context.

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

Sales Training Connection

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. Even before the health care reforms passed, there were good reasons to consolidate.

Sales performance – leveraging the potential of disruptive trends

Sales Training Connection

Sales Performance. If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. 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? In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients.

Pharma sales – it’s a different world

Sales Training Connection

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. There are a number of reasons why these companies are reducing the size of their sales forces. 2013 Sales Momentum ® LLC. The Wall St.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. Because of the transformation changes in the healthcare buying environment, many MedTech companies either already have or are now seriously considering leveraging the clinical support staff to participate more actively in the sales effort. This raises the question of how to engage the clinical staff in sales training ?

Medical device sales – Investing in sales training 2.0

Sales Training Connection

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. Here’s a preview and link directly to it.Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier. What role does sales training play? Click here. .

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

Sales Training Connection

Sales Tip. So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. 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. 2012 Sales Horizons, LLC.

Training new medical device sales reps – getting it right

Sales Training Connection

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. But on its own, it’s not enough for sales success.

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

Sales Training Connection

Medical device sales. Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale and moving to selling value. A starting piece of advice is: to sell value in the medical device sales , develop a superior understanding of the customer’s business.

Medical sales – blog round up – Summer 2012

Sales Training Connection

Medical Sales Round Up. 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 2012 – in the Medical Sales – Blog Round-up. Click here.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

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. Let’s explore that recommendation starting by examining the nature of the shift in the buying process and then exploring some suggested changes for the sales process. Sales Process. Buying Process.

Medical sales – blog round-up – Summer 2011

Sales Training Connection

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 ?

Emerging trends in medical device sales – podcast

Sales Training Connection

Why are hospitals hiring medical device sales reps? Better yet, why are medical device sales reps pursuing new careers with hospitals and what are the future implications of this interesting trend? Selling medical devices. Want to listen to the podcast or read the transcript of the interview? You can find it here in Scott Nelson’s Medsider … just click here !

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

MedTech sales. 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. But what are some of the new specific skill sets that will define the superior sales team? 2014 Sales Horizons, LLC.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. 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.

Medical device sales – translating clinical value into economic value

Sales Training Connection

To stay competitive, medical device companies – and their sales forces – must keep these changes in mind as they look to 2012. The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes. 2012 Sales Horizons, LLC.

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

Sales Training Connection

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. But what about something specific for medical device sales ? 2012 Sales Horizons, LLC.

Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

Sales Training Connection

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. Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts. 2014 Sales Momentum, LLC.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

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? . how do they plan to reduce costs and improve patient care?

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

Sales Training Connection

Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free). Technorati Tags: biotech sales , healthcare sales , medical device sales , medtech sales , pharma sales , sales training. Kindle ($.99).

Medical sales – transformational changes demand sales strategy shifts

Sales Training Connection

Transformation changes affecting medical sales. 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. Everyone involved is weighting healthcare options more carefully – seeking value at a lower cost. How do these transformational changes impact sales?