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. While the MedTech industry is positioned to grow in the coming years, all is not rosy.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

SEPTEMBER 12, 2011

The global medical devices industry, while large, is very competitive. However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Many of these people will have pre-conceived notions about you and your competition.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

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. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. And physicians? ©2012 Sales Horizons, LLC.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Sales Training Connection

JANUARY 4, 2013

In major accounts many players are involved in the decision. A few are key decision makers. Others are influencers. You have to know who is playing which role, the relationship between the players, and what they think about you and your competition. Still others are gatekeepers who can’t say yes, but can say no.

Networking 112

Networking B2B Health Care Gatekeeper 112

Sales Training Connection

AUGUST 29, 2011

In major accounts many players are involved in the decision. A few are key decision makers. Others are influencers. You have to know who is playing which role, the relationship between the players, and what they think about you and your competition. Still others are gatekeepers who can’t say yes, but can say no.

Networking 86

Networking B2B Health Care Gatekeeper 86

Cience

NOVEMBER 6, 2019

But processing a return costs retailers an average of about $3 per item when handled in the shop versus twice as much when an online order is shipped back to the distribution center (and, thanks to competition with Amazon, it’s now often “free” shipping). Then, clarify the important sales tasks and the implications for your channels approach.

Channels 42

Channels Marketing Retail How To 42