Sales Training Connection

FEBRUARY 20, 2013

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. As we’ve often hear from our customers, “Vendors are a dime a dozen, partners are the people we want to work with.”. Selling IT to Hospitals. ©2013 Sales Horizons, LLC.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

JUNE 6, 2014

Every time customers go through a period of transformation change, a new set of winners and losers emerge on the vendors’ side of the table. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

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

Sales Training Connection

AUGUST 15, 2011

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. The study introduced several key points that will be critical for anyone in medical sales – and for those responsible for designing their sales training. Let’s take a closer look. .

Health Care 69

Health Care Guidelines Study Training 69

Sales Training Connection

JUNE 3, 2013

Her counterpart, however, may be focusing on vendor consolidation as part of that hospital’s strategic initiative. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Final note. ©2013 Sales Horizons, LLC.

Health Care 108

Health Care Marketing Insurance Insurance 108

Sales Hacker

OCTOBER 23, 2020

They could be worried about returning to the office after sheltering in place or about a loved one who works in health care. You’ll gain a deeper understanding of the internal dynamics between the buyers/stakeholders who will ultimately decide which vendor to go with. What problem will be solved with our training? ”.

Top of Funnel 82

Top of Funnel How To Lead Rank Vendor 82

Hubspot Sales

MAY 4, 2020

For B2B buyers, the most important aspects of vendor selection are rep’s knowledge of the buyer’s business (80%) and industry (78%). 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 121

Social Selling LinkedIn Lead Rank Lead Scoring 121

Sales Training Connection

AUGUST 4, 2015

Hospitals are adapting to the changes by viewing quality, patient satisfaction and new technology through a financial lens, judging value by looking at new metrics, involving new cost-concerned stakeholders, considering supply chain costs versus purchased price and entertaining consolidating vendors. ©2015 Sales Momentum, LLC.

Health Care 50

Health Care Biotechnology Insurance Insurance 50

Sales Training Connection

FEBRUARY 29, 2012

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. We need to put more emphasis on conducting product-specific sales skills training when we launch new products – let’s learn than launch vs. launch than learn. Existing Sales Force.

Health Care 72

Health Care Hiring Direct Mail Licensing 72

Sales Training Connection

JULY 19, 2016

Medical sales training. 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. Hence, they need trained first – and subsequently they should participate in the sales reps training.

Training 50

Training Pivotal Scale Software 50

Score More Sales

FEBRUARY 11, 2013

If you call into hospitals / medical – you know a bit about the health care insurance changes and how this not only impacts all the decisions being made in the medical field now, but has added some anxiety and caution to decision-making. Tie that into your conversation. You ‘gotta personalize first!

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Hubspot Sales

FEBRUARY 4, 2024

Benefits like PTO and health care, which we take for granted in the tech world, are being touted as restaurants evolve into better workplaces. From 2022 to 2023, the terms below have spiked up on restaurant career pages. Source: Bentobox Get more business ideas and trendy data in our weekly Trends Newsletter.

Benefit 94

Benefit Health Care Hotels Trends 94

Cience

NOVEMBER 6, 2019

The most common response I get when I ask managers where they sell is a broad vertical-market answer like “health care” or “financial services.” But in Enterprise accounts, the decision-making process is more dispersed and operating budgets that are set over 1-2 years are hard to reset for any vendor.

Channels 42

Channels Marketing Retail How To 42

Showpad

JUNE 20, 2022

Today’s buyers spend 45% of their time independently researching their options and just 17% meeting with potential vendors. Oh, that’s all vendors, too. DuPont’s sales team focuses mostly on enterprise deals—universities, health care providers, retailers, food service, and national hospitality chains. Not so much.

Account Based Marketing 98

Account Based Marketing Buyer Scale Customer 98