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. Rise of new influencers.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

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

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

Sales Training Connection

JANUARY 20, 2012

This means that people, other than physicians, increasingly are become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria. 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. The buying processes in many companies are going through significant changes – and in some industries, like health care, the changes are transformational. Remember it’s a Network.

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. The buying processes in many companies are going through significant changes – and in some industries, like health care, the changes are transformational. Remember it’s a Network.

Networking 86

Networking B2B Health Care Gatekeeper 86