Sales Training Connection

FEBRUARY 5, 2014

A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Nearly half the respondents believe management support is critical, but only one in five believes their company delivers it. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

AUGUST 3, 2011

Will there be a place for a relationship between surgeons with medical device companies in the future? If you found this post helpful, you might want to subscribe to our blog, the Sales Training Connection. It’s an interesting question that was posed to orthopedic and spine surgeons.

Health Care 60

Health Care Company Training Marketing 60

Mindtickle

FEBRUARY 3, 2021

Having a vertical go-to-market strategy has become increasingly important for companies today. While many technology products and solutions have historically been sold horizontally — across many industries — having a vertical-specific go-to-market strategy allows companies to capitalize on growth potential in particular markets.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

Sales Training Connection

APRIL 9, 2012

At a minimum they will be entering the healthcare market with a different set of expectations around healthcare availability and a different point of view about their relationships with medical sales companies than their more senior peers. ©2012 Sales Horizons, LLC.

Health Care 120

Health Care Face-to-face Training Resources 120

Sales Training Connection

OCTOBER 28, 2011

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. Here’s a preview and link directly to it.Running the sales force for a medical device company has never been for the faint of heart – and it isn’t getting easier. Click here. .

Health Care 58

Health Care Training Sales Competition 58

Sales Training Connection

AUGUST 27, 2014

As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. 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. Consultative selling skills.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

OCTOBER 16, 2013

As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. 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. Consultative selling skills.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

APRIL 23, 2012

In others, the company will initiate a coordinated effort to leverage the entire portfolio across product lines (often through corporate sales directors) and enter into discussions with hospital administrators. 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

APRIL 25, 2014

For years MedTech companies have enjoyed strong gross margins and top-line growth. The authors suggest: “Companies in all segments of the sector will need to produce high-quality goods at a lower cost. 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

Allego

AUGUST 21, 2020

In this episode, VP Pat Berges describes how an industry put aside turf battles to bring critical training information to frontline healthcare workers around the world. Pat Berges, Vice President of Global Commercial Capabilities, Medtronic is the Chair of the Ventilator Training Alliance (VTA). Whatever we can do to help.’”.

Lead Rank 118

Lead Rank Face-to-face Health Care Vendor 118

Sales Training Connection

SEPTEMBER 10, 2012

There is no one way physicians prefer to interact with a medical company. So, let’s review a list of ideas for getting started: Determine how the physician wants to receive information – peers, company experts, journals articles. Many factors influence the physician’s view of the ideal experience. ©2012 Sales Horizons, LLC.

Health Care 99

Health Care Journal Demographics Face-to-face 99

Sales Training Connection

JUNE 19, 2013

These shifts mean medical device companies must re-address their value propositions and adapt how they sell. Get serious about sales training and development. New sales managers need a new hire training experience just like newly hired sales reps. The cornerstone for making the adjustment will be the front-line sales manager.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

SEPTEMBER 7, 2012

Sales reps usually get excited when their company launches a new product. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling to physicians. That’s the up side surrounding new product launches. ©2012 Sales Horizons, LLC.

Health Care 107

Health Care Territories Training Up-Sell 107

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

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. In which segment of the health care market did we have zero clients?

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Sales Training Connection

AUGUST 6, 2012

What story can you share that illustrates how working with you and your company can help them move closer to achieving their goal? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Weave this information into the story. Stay on message. Plan the next step.

Health Care 111

Health Care Training Relationals Positioning 111

The Sales Hunter

NOVEMBER 21, 2011

Therefore, they’re working to help make the company more successful, not themselves: That’s de-motivating.” McGowan Charitable Fund brings its vision to life “through grantmaking in three program areas including Health care and Medical Research; Education, and Community Programs for Those Most Vulnerable.”

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

Sales Training Connection

DECEMBER 21, 2011

Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. Most of these posts are based on our experience conducting sales training with medical device companies and sharing what experts are saying about the medical sales industry. Medical sales - a new opportunity.

Health Care 98

Health Care Opportunity Hiring Referrals 98

Sales Training Connection

JANUARY 13, 2012

Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.” Industry Example. Implications for Sales.

Health Care 76

Health Care Scale Training Industry 76

Sales Training Connection

AUGUST 24, 2011

Health care sales. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . So given these changes, how can a major health care company be in the winning category? So, this is Sales Training 2.0. .

Health Care 61

Health Care Account Territories Face-to-face 61

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

MARCH 31, 2014

Everyone must believe there is benefit to the company – and to them personally – for working as a team. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales training , team selling. ©2014 Sales Momentum ®.

Health Care 113

Health Care Guarantee Training Sales Cycle 113

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

APRIL 2, 2014

If you are a Medtech company, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. As recently reported by Booz & Company , healthcare is a striking example of an industry that is undergoing unprecedented changes.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

APRIL 30, 2014

So what does all this mean to MedTech companies? 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.

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

Apptivo

JUNE 27, 2022

The health care CRM can be integrated with other marketing tools in order to send regular emails, or send messages without having to dial the patients manually. The health care CRM is a repository of patient information: The more you learn and know about your patients, the better you can serve them.

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

Sales Training Connection

NOVEMBER 7, 2011

Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. Be easy to do business with – Sounds intuitive … but too often, sales people – and their companies really are difficult to work with. So what can a sales person do? Be prepared and be responsive. ©2011 Sales Horizons, LLC.

Health Care 90

Health Care Face-to-face Training Sales 90

Sales Training Connection

JULY 8, 2013

There are a number of reasons why these companies are reducing the size of their sales forces. This all means how Pharma sale reps are selected and trained will need to look strikingly different as the future unfolds. AstraZeneca announced it would cut 1,600 jobs over the next three years. An important one is the mindset of Physicians.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Crunchbase

OCTOBER 21, 2022

If you knew my background, you’d probably never peg me as the CEO of a growing tech company. Common in health, as well as social care, are physical, psychological, financial, geographical, cultural/language and resource barriers. I grew up in the hoods of the Bay Area in California, the son of a single mother.

Industry 126

Industry Hiring Intent Promotion 126

Mindtickle

FEBRUARY 3, 2021

Having a vertical go-to-market strategy has become increasingly important for companies today. While many technology products and solutions have historically been sold horizontally — across many industries — having a vertical-specific go-to-market strategy allows companies to capitalize on growth potential in particular markets.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

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 second question is do these changes impact sales training – again the answer is yes. Sales training needs to provide sales people with learning experiences that will help them use that data effectively.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Smooth Sale

NOVEMBER 29, 2022

5) Health Care: Health care is another essential aspect when planning for retirement. For example, will you be covered by Medicare or purchase a private health plan? Learn more to train teams, and join the advocacy program. It all relates back to the essentials to prepare for retirement properly.

Health Care 78

Health Care Hiring Insurance Insurance 78

Hubspot Sales

FEBRUARY 8, 2018

Here are some interesting findings from the data: Out of the 29 industries, Marketing and Advertising companies have the lowest email open rates. Personalize your subject lines by using the recipient's name, mentioning their company, mentioning someone they know, or referring to a personal tidbit about them. Beauty and Fitness: 40%.

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

The Sales Hunter

JUNE 13, 2012

Example is if you’re selling software to a wide number of companies and organizations, then don’t just call at random. So, one week you may focus on the health care industry and the next week you may focus on the automotive industry. Focus by key industry. You get the point.

Prospecting 206

Prospecting Automotive Health Care Segment 206

Sales Training Connection

AUGUST 4, 2015

Now, let’s leap to the other side of table and view this world through the eyes of a VP of Sales for any medical device company. Initiatives to contain costs will continue to be center stage and mergers among all the various business players, including health care suppliers, will continue. What does all this mean?

Health Care 50

Health Care Biotechnology Insurance Insurance 50

Score More Sales

JANUARY 28, 2014

This is the Watson techno brain popularized by Jeopardy fame – IBM’s massive computer think-tank that is now positioned to help solve really big issues in medicine, health care, and also in business. How visits to your company website tie in with contact from anyone at your company or your competitors. I sure hope so).

Data 208

Data Health Care Retail Lead Rank 208

Sales Training Connection

JULY 19, 2016

Medical sales training. If you are a company selling medical devices, equipment, consummables, software or other medical market products/services, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit.

Training 50

Training Pivotal Scale Software 50