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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?

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 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. Second, from an instructional design perspective , sales training for KAEs must be responsive to a target audience comprised of an experienced and talented group of sales people who have taken on a very difficult and demanding job assignment.

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.

Pharma sales – it’s a different world

Sales Training Connection

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. This all means how Pharma sale reps are selected and trained will need to look strikingly different as the future unfolds.

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.

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 – past success doesn’t guarantee future wins

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training medical device sales medical sales medtech sales pharma sales

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

Sales Training Connection

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. Hospitals are going through a period of transformation change.

MedTech sales – financial impact of measuring patient satisfaction

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: biotech sales , healthcare sales , medical device sales , medical sales , medtech sales , pharma sales , sales training. MedTech sales. Today patients are better able to compare healthcare providers than ever before. 2014 Sales Momentum, LLC.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

These customers are often early adopters of innovation—and their experience and sophistication can significantly reduce the sales, training, and support effort required, rendering them less expensive to serve relative to their size. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medtech sales. Buying Process.

MedTech sales – understanding healthcare value propositions is a new key to success

Sales Training Connection

On the sales side of the table that means you have to be aware of the change, understand the business and financial consequences of new value proposition, and most importantly adapt your selling process accordingly – that means in most case sales training needs to be invited to the party. MedTech Sales. We came across a Booz study addressing the changing times in healthcare. Access.

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.

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

MedTech sales: when customers change – so must you

Sales Training Connection

When hospitals change what they buy, how they buy, and what they are willing to pay for it that constitutes a clarion call to Medtech companies that every aspect of their sales effort needs to be revisited – from how they are organized, to their value proposition to their sales training. Transformation changes affecting medical sales. How do we become more customer-centric? –

Medical Sales – Blog Round-up – Winter 2013

Sales Training Connection

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

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic - '63 Corvette. 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.

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

If you found this post interesting, why not subscribe to the Sales Training Connection ? . Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions. . What is your primary concern?

Get on the Podium in 2012

Steven Rosen

Coaching is a difficult skill to master and requires training and experience. Maybe you’re lucky as, you have a sales coaching training program coming up. Well, I am sorry to tell you, but most coaching training programs fail to create sustainable changes in coaching skills. This program takes you through 90 minutes of training. Stop and think about that. LOWEST!

Announcing Free Pharmaceutical Sales Training & Medical Device.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Pharmaceutical Sales Training. Employee Training (13).

Sales Management Training: 10 Questions to Engage C-Level.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Pharmaceutical Sales Training. Employee Training (13).

Medical sales – grabbing physician attention

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling to physicians. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past.

Overcoming “Failure to Impact” Syndrome

Steven Rosen

They reinforce sales training and help companies maximise their teaching efforts and deliver more sales. Change Management Leadership Pharmaceutical Sales Management Coaching Uncategorized sales impact sales management sales management trainingThis year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force?

Selleration on Selling Intelligence

Dave Stein's Blog

I was speaking with a neuroscientist a few months back who told me her pharmaceutical firm had begun research on new ways to deliver medication 20-30 years from now. Hiring Interview Measurement sales training gamification Nick Rini SellerationI’ve believed in assessments for many years. They are a required component of my hiring process. The same holds true in sales.

Medical sales – tailoring sales to physician preferences – An STC Classic

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician’s view of the ideal experience. Easy to say, not so easy to do. 2012 Sales Horizons, LLC.

College graduates – should you consider a sales job?

Sales Training Connection

The pharmaceutical industry comes to mind – for example, Eli Lilly laid off a 1000 salespeople in 2013. Sales is a key function inside any organization; hence companies invest substantially in the training and coaching of their sales team. Last year American companies invested 20 billion dollars in sales training. Sales reps and new college grads.

Asking Probing Questions will help Pharmaceutical and Medical.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Pharmaceutical Sales Training. Employee Training (13).

5th issue impacting medical sales in 2013 – customer satisfaction

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians. Selling with to hospitals.

Selling to Hospitals – 10 roles for internal champions

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. One thing is certain. This trend will become more prevalent, rather than less prevalent. . So … here’s a starter checklist … .

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Involving well-trained salespeople will improve these numbers. Between 1995 and 2013, the top five pharmaceutical companies shed more than 55 percent of their salespeople in the U.S. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. They’ve also researched what our competitors have to offer. Not so.

B2B 112

Sales middle managers – what motivates them the most?

Sales Training Connection

The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

New Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Steven Rosen founder of STAR Results says, “For companies to achieve better sales results they need to invest their resources into the proper training, support and coaching of their sales managers,” said Steven Rosen, founder of STAR Results. October 14, 2014 – Star Solutions That Achieve Results Inc. STAR Results) has launched its global 2015 STAR Sales Manager Survey. Trainers. Leadershi

Eating with the Big Dogs–Taking the Next Big Step in Your Sales Career

Sales and Management Blog

Last summer I re ceived an email from Beth, a pharmaceutical salesperson with slightly more than two years of experience, asking me what she should be doing in order to take the next big step in her career. In response to my question as to what she was currently doing to improve her sales she responded that she was taking advantage of all the training her company provided, was an avid reader of sales books, and constantly talking to her colleagues about what they found worked and what didn’t. She feels she still has a lot of sales training to go through. Not at all.

Is Your Customer at the Center of Sales Onboarding?

Sales Benchmark Index

Sales Onboarding vs. Sales Training. Sales onboarding programs differ from on-going sales training. Using standard sales training for new hires is a sure-fire recipe for long ramp times. Ingrid was a successful pharmaceutical rep. She was eager to train for her new role selling software solutions. Their success is your success. Other information comes later.

Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Pharmaceutical Sales Training. Employee Training (13).

Can Pharma’s Woes be Tied to Poor Business Acumen?

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. Have you created training programs that help your sales managers strategically look at their business? Without training? If you want to empower your sales managers and reps to make strategic decisions you need to adapt and align you training and development programs. The survey says…. Without support?

Matching Your Needs to Your Sales Trainer

Dave Stein's Blog

Selecting the best sales training provider for your company’s needs isn’t easy. As recently as seven years ago, one of the largest groups of companies consuming sales training were in the high technology industries such as telecommunications, software, hardware and related services. Sales Training CompaniesThen ESR began to see a shift. Sales skills subject areas.

Successful Salespeople Sell with Passion

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training. Non-Profits & Associations Training. Pharmaceutical Sales Training. Employee Training (13).