Sales and Marketing Management

JULY 26, 2020

There is no one-size-fits-all model to selecting and training the top sales leader, so a holistic onboarding program needs to rely not only on training and sales tactics, but also on leadership and coaching. Training practices should start from the top-down, with leaders directing the selling methodology. Leaders, Take Part!

Hiring 234

Hiring Training Lead Rank Health Care 234

Sales Training Connection

FEBRUARY 5, 2014

Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights. 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.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

APRIL 23, 2012

This combination of trends is especially true in those portions of the medical device market that generate the largest profits: CRM devices, cardiology, spine-related devices, and orthopedics devices. 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

SEPTEMBER 12, 2011

being the largest market. . 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 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

MAY 30, 2012

On the other hand, there are some basic best practices for selling in the medical device market that have been and will continue to be important. There are multiple decision makers in the practice. 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

The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Score More Sales

FEBRUARY 11, 2013

If you call into hospitals / medical – you know a bit about the health care insurance changes and how this not only impacts all the decisions being made in the medical field now, but has added some anxiety and caution to decision-making. Tie that into your conversation.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216