Sales and Marketing Management
JULY 26, 2020
Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Leaders, Take Part!
Sales Training Connection
FEBRUARY 5, 2014
Drive sales innovation. 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. Senior managers expect salespeople to have a good handle on their needs and interests before sales calls.
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Sales Training Connection
SEPTEMBER 12, 2011
Medical device sales. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S. However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Health care reforms in the U.S.
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. Sales Momentum today is publishing a FREE white paper – Getting MedTech Sales Strategy Right.
Sales Training Connection
APRIL 23, 2012
What does this mean for the sales force? Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. In some cases, the medical device sales rep will be making this economic case on their own. ©2012 Sales Horizons, LLC.
Score More Sales
FEBRUARY 11, 2013
If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. 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.
Sales Training Connection
MAY 30, 2012
Medical device sales. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. This means medical device sales reps must be respectful of the implanter’s time and the consequences of their presence, such as the doc going “off schedule” 3. There are multiple decision makers in the practice.
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