Sales Training Connection

AUGUST 16, 2013

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 110

Health Care Pharmaceuticals Training Relationals 110

Sales Training Connection

FEBRUARY 19, 2014

Cornering a doc and spewing a quick pitch of products features and benefits – a strategy still promoted in some quarters – rarely will work. Underpinning all of them is the central concern – time. So what do you do? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 125

Health Care Pharmaceuticals Training Promotion 125

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

Vendor Neutral

NOVEMBER 1, 2023

Join our panel of experts to talk about an approach that empowers marketing and sales with a strategy that has enabled some of North America’s largest companies to maximize reward while minimizing regulatory risk. We’ll Discuss: Employing influential and buyer-focused content at every stage of the buyer’s journey.

Scale 52

Scale Marketing Health Care Analytics 52

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. Technorati Tags: medical sales , sales best practices , sales strategy , sales training , selling value. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Crunchbase

OCTOBER 7, 2020

Industry: Artificial Intelligence, Energy, Health Care. Why I’m watching: Beyond Limits is an industrial and enterprise-grade AI technology company that focuses on energy, utilities and health care. Funding: Raised a $133 million Series C on Sept. Lead Investors: BP Ventures , Group 42. HQ: Cambridge, Massachusetts.

Health Care 111

Health Care Scale Enterprise Enterprise 111

Mindtickle

MAY 1, 2020

Together, MindTickle and PSI offer Sales Readiness paths that drive knowledge specific to companies in financial services, manufacturing, health care, and life sciences, insurance, retail and technology, media and telecommunications. Our partnership with PSI emphasizes the importance of Sales Readiness.

Health Care 91

Health Care Telecommunications Lead Rank Insurance 91

Pipeliner

DECEMBER 18, 2019

He has worked extensively with leaders in the health care, financial services, technology, and utility sectors for more than 25 years, internationally and in the US. Managing the ROI of talent management is a team effort that requires a clear strategy, focus and authentic dialogue to make the most of a successful executive transition.

Strategy 40

Strategy Health Care How To ROI 40

Sales Training Connection

FEBRUARY 24, 2014

However as a recent report by the Boston Consulting Group (BCG) notes the strategy for generating those outcomes is no longer sustainable. Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medical sales , medical sales training , MedTech , medtech sales , medtech sales training.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

AUGUST 27, 2014

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. The health-care industry is undergoing transformational changes.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

OCTOBER 16, 2013

Given these changes there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program. The health-care industry is undergoing transformational changes.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

JULY 14, 2014

Pharma – new challenge, new sales strategy, new sales training. You’ll also find links to our free white papers, ebooks, and mobile app that you might have missed: Getting MedTech Sales Strategy Right - white paper in pdf, iTunes and Kindle. MedTech sales: when customers change – so must you.

Health Care 63

Health Care eBook Guarantee Negotiation 63

Sales Training Connection

JUNE 19, 2013

Some rules of the road for building such a process are: Avoid the “just promote successful sales rep trap” – This is a strategy that is easily overused and abused. It should not be the only strategy and it is one that should be carefully managed. ©2013 Sales Momentum ® LLC.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

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. Once you know where you stand and where they stand, you can craft a strategy which takes their influence into account. Health care reforms in the U.S.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

APRIL 25, 2014

As the marketplace shifts to value-based healthcare, BCG (in its 2013 MedTech Value Creators Report ) argues the existing business strategy providing these outcomes is no longer sustainable. Take a look at our new free white paper – Getting MedTech Sales Strategy Right – download here. ©2014 Sales Horizons, LLC.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

NOVEMBER 28, 2012

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. Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Sales Training Connection

FEBRUARY 22, 2012

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. Growth Strategies. Driven by reduced reimbursements, hospitals are implementing more aggressive growth strategies. Let’s examine a couple of ideas.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Sales Training Connection

JANUARY 13, 2012

Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.” Industry Example.

Health Care 76

Health Care Scale Training Industry 76

Sales Training Connection

SEPTEMBER 7, 2012

First, it is important to recognize that the strategy and narrative for selling to early adopters does not extrapolate to the general population. So, there has to be a really good reason for a physician who isn’t just interested in new technology in general to be responsive to your company’s new medical device. You need a Plan B.

Health Care 107

Health Care Territories Training Up-Sell 107

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? In addition, there are a variety of strategies and tactics you can use to help ensure success. 9) Retirement Planning: Diversify.

Health Care 78

Health Care Hiring Insurance Insurance 78

Sales Training Connection

DECEMBER 19, 2012

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 105

Health Care Pharmaceuticals Face-to-face Training 105

Mindtickle

MAY 1, 2020

Together, Mindtickle and PSI offer Sales Readiness paths that drive knowledge specific to companies in financial services, manufacturing, health care, and life sciences, insurance, retail and technology, media and telecommunications. Our partnership with PSI emphasizes the importance of Sales Readiness.

Health Care 52

Health Care Telecommunications Lead Rank Insurance 52

Sales Training Connection

JANUARY 8, 2013

Cornering a doc and spewing a quick pitch of products features and benefits – a strategy still promoted in some quarters – rarely will work. Underpinning all of them is the central concern – time. So what do you do? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Sales Training Connection

DECEMBER 21, 2011

For example, Tenet Health Care, the nation’s third largest for-profit hospital chain has 152 sales reps at its 49 hospitals and HCA, the nation’s largest chain, has 150 sales people. But, it is a new strategy. Why is it happening? Hospitals have always tried to at attract doctors – so the basic goal is hardly new.

Health Care 98

Health Care Opportunity Hiring Referrals 98

Appbuddy

AUGUST 10, 2021

This puts the importance of engagement segmentation firmly in the spotlight, especially with recent DMA research showing only two-thirds of email senders have an “active vs. inactive” strategy in place. The Covid-19 pandemic has seen communications with health care professionals (HCP) become more business-critical than ever.

Webinar Metrics 52

Webinar Metrics Health Care Segment Analysis 52

Understanding the Sales Force

NOVEMBER 7, 2012

Were those name-calling instances part of a carefully planned campaign strategy? Over the past four years, the national health care package has come to be known as Obamacare. That was a very rare, public choice of words for a sitting president, but on its own, I don't have an issue with that. New attack slogans?

Health Care 220

Health Care Campaigns Fashion ACT 220

Sales Training Connection

AUGUST 15, 2011

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. Physicians are increasingly aware and concerned about health care costs. They recognize a pressing need to adjust their clinical practices to accommodate health care cost considerations.” .

Health Care 69

Health Care Guidelines Study Training 69

Pipeliner

DECEMBER 5, 2023

Our product is not for industries such as real estate, health care systems, government or transactional sales where typically sales activities do not occur through a consultative process. This strategy was, in my opinion, quite profound when looking back on it. They also never ceased development.

Pipeline 59

Pipeline CRM Closing Real Estate 59

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? Changes in U.S. Taken collectively they are transformational.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

APRIL 2, 2014

Although again some of the specifics may be unclear, a wait-and-see strategy provides your organization no chance of being among the new winners. To take a deeper dive into MedTech sales strategy, download the free white paper – Getting MedTech Sales Strategy Right – click here or visit [link]. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Zoominfo

SEPTEMBER 6, 2022

Many workers in these spaces turned to social media to announce their layoffs and find new jobs as a career-boosting strategy , further propelling recession fears among online professional networks. Gains were seen mainly in leisure and hospitality, retail trade, professional and business services, and health care.

Face-to-face 130

Face-to-face Marketing Cost Per Click Automotive 130

Pipeliner

JULY 16, 2020

And we’re all evolving our strategies as we head towards that worn-out term – the New Normal. But a new market has emerged for them with other front-line professionals – health care workers. Sandler Enterprise Selling advocates a very different strategy. COVID-19…….so so much has changed.

Airlines 98

Airlines Transportation Hotels B2C 98

A Sales Guy

OCTOBER 17, 2012

Employer-sponsored Health Coverage Alive and Well. CFOs have been grappling with the fallout from health care reform for two years now. When it comes to health care cost, about 70% of U.S. Those who do expect a cost increase say they expect reform to increase their company’s health care costs by 10%.

Hiring 110

Hiring Health Care Scale Survey 110

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Data 208

Data Health Care Retail Lead Rank 208

Sales Training Connection

MARCH 23, 2012

As with the other challenging situations, sales training can share a starter list on strategies new sales people might use to gain access to physicians. This is particularly true in medical device sales where implanting some devices, such as cardiology, can have “life or death” consequences. ©2012 Sales Horizons, LLC.

Hiring 100

Hiring Health Care Training Vendor 100

Sales Training Connection

OCTOBER 1, 2012

2012 Sales Horizons, LLC.

Health Care 94

Health Care Data Journal Study 94

Hubspot Sales

MAY 4, 2020

With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever. 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