Sales Training Connection

JANUARY 13, 2012

According to Fine, industries with faster clockspeeds have more market experimentation, increased competition, and frequent waves of innovation. Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. ©2012 Sales Horizons, LLC.

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Health Care Scale Training Industry 76

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

FEBRUARY 22, 2012

On the other hand, from time to time disruptive trends emerge that upend the market in ways that few ever imagine. 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. Financial Expectations.

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Trends Health Care Hiring Ideal Customer Profile 80

Sales Training Connection

JANUARY 20, 2012

To stay competitive, medical device companies – and their sales forces – must keep these changes in mind as they look to 2012. The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes.

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Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

MAY 30, 2012

On the other hand, there are some basic best practices for selling in the medical device market that have been and will continue to be important. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

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Health Care Decision Maker Cold Calling Training 113

Sales Training Connection

OCTOBER 5, 2012

In today’s business environment a number of markets are going through transformational changes. The organizations that comprise such a market are changing what they buy, how they buy, and what they are willing to pay for it. Health care is a good case in point. ©2012 Sales Horizons, LLC.

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Positioning Health Care Face-to-face Travel 95

Sales Training Connection

FEBRUARY 29, 2012

Those who know the market best say the change is likely to continue. For example, an article in USA Today shares what hospitals are doing in relationship marketing. The article goes on to point out such marketing efforts are widespread – and highly effective in revenue terms. Existing Sales Force. Collaboration. Buying Models.

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Health Care Hiring Direct Mail Licensing 72

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. Hey, who else is buying you coffee next week?

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Inside Sales Health Care Decision Maker Insurance 216

Sales Training Connection

JANUARY 11, 2012

In most markets customers are instituting significant changes in how they do business. In some cases, such as the health care industry, these changes can legitimately be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it have all changed. Revisit skills training.

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Pivotal Health Care Training B2B 69

Sales Training Connection

JANUARY 27, 2012

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. Sales training. Doctor’s perspective. Pharma’s perspective.

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Pharmaceuticals Training Strategy Health Care 94

HeavyHitter Sales

SEPTEMBER 1, 2009

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. There’s a very important lesson for both salespeople and marketeers to learn from the healthcare debate and these charts below are at the center of it. February 2012. Heavy Hitter Sales Blog. Recent Posts. Closing Techniques Using Sales Linguistics.

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Health Care Penetration Decision Maker Government 68