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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. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing sales training. Building transformational sales training. Today the healthcare industry is a prime example. Sticking to your Guns.

Medical device sales – tips to leverage the power of storytelling

Sales Training Connection

If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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

Sales Training Connection

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes. A Classic – ’63 Corvette. So what are some of the payoffs?

Medical sales – ask for commitments if you want to win

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the 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. Unfortunately, it’s also a critical one. But, you quickly learn otherwise. 2013 Sales Horizons, LLC.

Medical sales value imperative – help physicians decrease risk

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If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical sales. Physicians are in risk management business – trying to avoid risk or at least manage it. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day.

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. Rather, it begins with carefully pre-planning and rehearsing the sales call. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. They are after all first and foremost technical staff by training and experience. All that is why when MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience. This raises the question of how to engage the clinical staff in sales training ? But why stop there?

Medical Sales – Blog Round-up – Winter 2014

Sales Training Connection

If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Medical Sales. Click here to take a read.

Medical sales – blog round up – Winter 2012

Sales Training Connection

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

Medical Sales – Blog Round-up – Summer 2013

Sales Training Connection

If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales. Click here to take a read.

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training.

Seven fundamentals for selling to physicians

Sales Training Connection

Patient care is still the first priority. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical device sales. Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it. Cold calls aren’t well received. Make it easy to do business.

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

Sales Training Connection

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. Obviously there are a number of pieces to the puzzle but let me start with some ideas in sales training that I think are worth considering: New Products. Selling to hospitals.

Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales. Click here to take a read.

Medical sales – there is no back to the future

Sales Training Connection

To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act. Initiatives to contain costs will continue to be center stage and mergers among all the various business players, including health care suppliers, will continue. Everyone involved is weighting healthcare options more carefully – seeking value at a lower cost.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

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. Hospitals now expect their suppliers to become partners to help them to deal with significant challenges driven by reduction in reimbursements and changes in their care delivery models.

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. Adding traditional sales skills training also is important, but insufficient for sales success.

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. What role does sales training play? Selling medical devices. 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.

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales training , team selling. Health Care Sales Training Sales Best Practices Sales Training sales best practices sales training team selling Team selling. Attitude is critical.

Four hospital-physician issues impacting medical sales in 2013

Sales Training Connection

Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Accountable care organizations (ACOs) are on the rise, with hospitals leading in ACO development. Other posts on medical sales training you might find helpful are: Medical sales – a new sales environment as more physicians become hospital employees.

Boost sales by understanding healthcare economics

Sales Training Connection

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

Medical Sales – Blog Round-up – Summer 2014

Sales Training Connection

Pharma – new challenge, new sales strategy, new sales training. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training.

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

Sales Training Connection

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. Medical sales. Capture larger market shares.

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. Selling to the Hospital c-Suite. Context.

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: healthcare sales training , medical device sales training , medical device sales training articles , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training.

Sales performance – leveraging the potential of disruptive trends

Sales Training Connection

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. In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients. Sales Performance. Financial Expectations. Hospital–Physician Relationships. Technology Investments.

Pharma sales – it’s a different world

Sales Training Connection

According to Dr. Robert Steinbrook at the Yale School of Medicine, “There are many more doctors-in-training over the last five to ten years who have trained in environments with less drug-industry involvement than comparable students might have had a decade earlier.”. Pharma sales. Pharma sales reps in the U.S. Today, Pharma sales forces are being downsized. The Wall St.

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales Tip. There is no one way physicians prefer to interact with a medical company. Many factors influence the physician’s view of the ideal experience. And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult.

Medical sales – blog round up – Summer 2012

Sales Training Connection

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs.

MedTech sales – the declining advantage of superior technology

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As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. Specifically, regarding, the medical technology market, the BCG report emphasizes – “MedTech companies, like all health-care operators, will be assessed on their ability to deliver value to patients and providers, rather than just superior technology.

Emerging trends in medical device sales – podcast

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs , sales training , sales training articles , sales training best practices , sales training blogs.

Medical sales – blog round-up – Summer 2011

Sales Training Connection

Click here to take a read … If you find the Medical Sales – Blog Round Up helpful, why not subscribe to the 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.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

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

Medical device sales – translating clinical value into economic value

Sales Training Connection

The second question is do these changes impact sales training – again the answer is yes. Sales training needs to provide sales people with learning experiences that will help them use that data effectively. This means medical device sales people need to be trained on what economic value means to all of the players in the new decision process. And physicians?

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

Sales Training Connection

If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

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

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

Sales Training Connection

And to learn more about our MedTech sales training programs, click here. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. While the MedTech industry is positioned to grow in the coming years, all is not rosy. Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

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.”. how do they plan to reduce costs and improve patient care? . MedTech sales. What does all this mean for MedTech sales? .

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

Sales Training Connection

Technorati Tags: biotech sales , healthcare sales , medical device sales , medtech sales , pharma sales , sales training. Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales biotech sales healthcare sales medical device sales medtech sales pharma sales sales training

Medical sales – transformational changes demand sales strategy shifts

Sales Training Connection

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. A second trend is new medical technologies relates to the continuum of care. 2013 Sales Momentum ®.