Sales Training Connection

SEPTEMBER 12, 2011

However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. And this increased complexity translates into the need for more time to be spent in each account and the need to prioritize that time. . Pricing pressures.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

OCTOBER 2, 2013

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. Three considerations stand out – all of which will have an effect on the sales process and how we should train medical sales people. ©2013 Sales Momentum ®.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

MARCH 27, 2014

Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business. Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

AUGUST 31, 2011

Influence others in the account. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . Provide feedback about what went on . Lay the groundwork for your devices as well as tee up meetings for you with others. Alert you to obstacles and potential problems.

Health Care 71

Health Care Analysis Training Trends 71

Sales Training Connection

JANUARY 4, 2013

Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing. Managing a superior network in a large B2B account requires time, dedication, and skill. In major accounts many players are involved in the decision. Others are influencers. Remember it’s a Network.

Networking 112

Networking B2B Health Care Gatekeeper 112

Sales Training Connection

AUGUST 29, 2011

Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing. . Managing a superior network in a large B2B account requires time, dedication, and skill. In major accounts many players are involved in the decision. Others are influencers. Document Good News.

Networking 86

Networking B2B Health Care Gatekeeper 86

Xactly

SEPTEMBER 5, 2018

Another might be letting existing accounts know the new product has launched, and so on. And, because you should be setting SMART goals, the following questions would need to be answered: Which specific accounts should reps be educating? How many of their accounts need to be educated? Are there different goal stages?

Examples 78

Examples Compensation Incentives Incentive 78