Sales Training Connection

OCTOBER 16, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Business, clinical, technology, and legislative trends in the health care industry.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Business, clinical, technology, and legislative trends in the health care industry.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

AUGUST 24, 2011

Health care sales. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . So given these changes, how can a major health care company be in the winning category? Consultative selling skills. Changes in U.S.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

OCTOBER 5, 2012

Health care is a good case in point. If you are a company that is selling into one such market, the winning formula is seldom about doing a better job doing what you have been doing. You need to adjust and adapt your sales strategy and the skills of your sales team. ©2012 Sales Horizons, LLC.

Positioning 95

Positioning Health Care Face-to-face Travel 95