The Pipeline
MAY 3, 2018
I recently read about two groups, one from national health care provider, the other from a leading airline. When the study ended, each group still learned valuable and practical lessons they applied right away. While I never formally study, as I understand it, there are 12 notes in western music. What’s On Top.
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. Recently we can across an interesting study by Accenture about how to support idea generation through entrepreneurialism. ©2014 Sales Momentum ®.
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Sales Training Connection
MAY 1, 2013
Clinical Knowledge – anatomy, technical knowledge about devices, studies supporting your devices. Medical sales reps need to know: Responsibilities – issues, and concerns of the people you’re calling on – from physicians to clinical staff to administrators. Competitive Knowledge – how their devices work. ©2013 Sales Horizons, LLC.
Sales Training Connection
OCTOBER 1, 2012
Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. By using words like I, me, we, and us in presenting the study findings, the third party value is diminished – and the results may even be perceived as biased.
Sales Training Connection
APRIL 9, 2012
Yet others, in a recent Bain study , 80% of the 500 physicians interviewed reported they felt it was their responsibility to help reduce the total cost of care delivered to their patients, while maintaining quality. But the number of existing physicians who are truly cost-conscious is up for debate. ©2012 Sales Horizons, LLC.
Sales Training Connection
APRIL 25, 2014
Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Horizons, LLC.
Sales Training Connection
NOVEMBER 28, 2012
Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Studies have found that once one a hospital in an area begins to acquire physician practices, others follow out of concern that referrals from independent physicians will dry up. ©2012 Sales Horizons, LLC.
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