Sales and Marketing Management

JULY 26, 2020

Regular touchpoints, like weekly product and enablement sessions, keep the conversation between leadership and sales going. Furthermore, development is most impactful when it takes the form of coaching conversations about live opportunities. Share the Collective Customer Knowledge. Connect with Mat on LinkedIn.

Hiring 234

Hiring Training Lead Rank Health Care 234

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum ®.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

APRIL 23, 2012

According to Bain, this enables the companies to do two things: (1) offer a lower price and bring additional benefit to the hospital because their costs are lower (2) sell more by focusing on the totality of needs of the hospital by selling directly to a economic decision maker. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Decision Maker Training Benefit 112

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

However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Changing decision-makers – Although once often the sole decision-maker, the power of physicians is eroding. Health care reforms in the U.S.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Score More Sales

FEBRUARY 11, 2013

I get a lot of these calls and messages from eager sales reps every week, and I can tell you that there is one thing overall that shuts a conversation down quicker than anything else for me. That can cause a good conversation to happen, if it seems that what they do ties in with what we do in some manner.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Sales Training Connection

MAY 30, 2012

There are multiple decision makers in the practice. As a result, even if a key decision maker has a strong preference, their colleagues will likely be strong influencers in any decision. 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 Decision Maker Cold Calling Training 113