Sales Training Connection

APRIL 23, 2012

From a sales perspective the focus has shifted to incorporate not only therapeutic advances but also factors related to driving down the total cost of care for the patient and for the hospital. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 112

Health Care Decision Maker Training Benefit 112

Sales Training Connection

JULY 14, 2014

Pharma – new challenge, new sales strategy, new sales training. Mastering Major Account Negotiating - ebook in pdf, iTunes and Kindle. Mastering Major Account Negotiating - ebook in pdf, iTunes and Kindle. Mastering Major Account Selling - ebook in pdf, iTunes and Kindle and a mobile app. Click here to take a read.

Health Care 63

Health Care eBook Guarantee Negotiation 63

The Pipeline

JULY 22, 2013

Dictionary.com , defines a paraprofessional as “a person trained to assist a doctor, lawyer, teacher, or other professional, but not licensed to practice in the profession.” This highlights the need for a more planned and patient hiring approach. What’s in Your Pipeline? Tibor Shanto.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Sales Training Connection

NOVEMBER 28, 2012

One key to a successful 2013 is crafting effective account sales strategies … and a linchpin of a successful sales strategy is an understanding of the customers and the issues they fac e. Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. ©2012 Sales Horizons, LLC.

Health Care 90

Health Care Referrals Trends Lead Rank 90

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

APRIL 25, 2014

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

MARCH 27, 2014

Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts. 2. 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. ©2014 Sales Momentum, LLC.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

MARCH 31, 2014

In major accounts there are a number of different strategic situations where a team sale is preferred. Infographic from The Whale Hunters for more best practices around team selling in major accounts. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 113

Health Care Guarantee Training Sales Cycle 113

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

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. The examples from the health care industry are simply illustrative of the kind of changes that are brought about by disruptive trends.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Showpad

JUNE 20, 2022

DuPont’s sales team focuses mostly on enterprise deals—universities, health care providers, retailers, food service, and national hospitality chains. To contend with the large, complex buying journeys that are common in the world of enterprise sales, they use account-based marketing (ABM). . Building for the future.

Account Based Marketing 98

Account Based Marketing Buyer Scale Customer 98

Sales Training Connection

APRIL 2, 2014

There are a wide variety of alternative care models presently be explored to achieve this goal –from Accountable Care organizations to Frontier Stay Clinics. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 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 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. We were prospecting with a company who wanted our Winning With Accountability Training for 3000 of their mid-level managers. But towards the end of our discussion, I asked, “ Why Accountability?

Top of Funnel 82

Top of Funnel How To Lead Rank Vendor 82

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. Major account selling is a team sport.

Networking 112

Networking B2B Health Care Gatekeeper 112

Crunchbase

OCTOBER 21, 2022

Common in health, as well as social care, are physical, psychological, financial, geographical, cultural/language and resource barriers. I went on to become successful in my field by prioritizing hard work and high output—making President’s Club with the company I was with by 24, and being promoted to account executive within one year.

Industry 126

Industry Hiring Intent Promotion 126

Hubspot Sales

FEBRUARY 8, 2018

Professional Training and Coaching: 36%. This category encompasses companies that self-identified their industry as: accounting, banking, capital markets, financial services, investment banking, investment management, venture capital, or private equity. Internet and Telecom: 40%. Jobs and Education: 32%. Legal and Government: 44%.

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Sales Training Connection

AUGUST 22, 2014

In some cases, such as the health care industry, these changes certainly can be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it are all changing. Revisit sales skills training. Sales Simulations. Get serious about sales coaching , modeling and mentoring.

Pivotal 89

Pivotal Health Care Trends Training 89

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. Major account selling is a team sport.

Networking 86

Networking B2B Health Care Gatekeeper 86

LeadFuze

DECEMBER 31, 2021

Sales representatives will know a lot about their industry by the time they’re done with training. Managing numerous accounts may be stressful.Places priority on individual success over team effort. It can be difficult to manage numerous accounts at once. Customer/account size. Customer & Account Structure.

Hiring 52

Hiring Lead Rank Scale How To 52

Sales Training Connection

AUGUST 12, 2011

In many markets, like health care, transformational shifts are occurring in the buying environment. In many cases the sales team needs sales skills training to adjust and adapt to selling the new product. Building a superior strategic account group. Transformational shifts are occurring. Three stand out: .

Hiring 70

Hiring Health Care Sports Sales Qualified Lead 70

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

Sales Training Connection

JANUARY 11, 2012

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. New Normal in Sales. ©2012 Sales Horizons, LLC.

Pivotal 69

Pivotal Health Care Training B2B 69

Partners in Excellence

FEBRUARY 5, 2015

That process often requires a minimum level of formal training/education, some level of practical. When we talk about “professions,” usually we use Doctors, Lawyers, and Accountants as examples. The Importance Of “Cross Training” For Sales Never Apologize For Selling Or Being A Sales Professional!

Cost per Acquisition 48

Cost per Acquisition Health Care Education Sales 48

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 this approach was not effective in selling to enterprise accounts. Then, clarify the important sales tasks and the implications for your channels approach.

Channels 42

Channels Marketing Retail How To 42

Bigtincan

DECEMBER 8, 2021

In addition, many Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan to help their sales reps effectively engage with prospects and customers. Showpad supports sales teams with coaching, training, and content solutions.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59