INDUSTRY INSIGHTS YOUR PEERS ARE READING
If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the Medical Sales – Blog Round-up. Click here to take a read …. MORE
Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2013 – in the Medical Sales – Blog Round-up. Click here. MORE
Selling to physicians. Sales reps usually get excited when their company launches a new product. And when the product is a new technology that is significantly different from others on the market, the level can be particularly high. That’s the up side surrounding new product launches. MORE
Book of Knowledge. When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. More than ten years have passed since we listened to those program openings, but one thing Tim said always stuck with us. MORE
Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. Unfortunately, it’s also a critical one. MORE
Selling with clinical data. Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device sales reps must become skilled in selling with clinical data. MORE
Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Medical Sales. MORE
If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. Medical sales. MORE
Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions. . MORE
As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. The ability to navigate more complex and diverse organizations such as large IDNs and alternative care models. Medtech sales. MORE
Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Fall 2012 – in the Medical Sales – Blog Round-up. Click here. MORE
hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. Historically physicians owned their own practices, but times are changing. MORE
Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round-up. MORE
Rather, it begins with carefully pre-planning and rehearsing the sales call. Selling IT to Hospitals. Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training Connection. MORE
If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. MORE
Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Accountable care organizations (ACOs) are on the rise, with hospitals leading in ACO development. Selling with to hospitals and physicians - 2013 trends. MORE
Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell. MORE
Yet others, in a recent Bain study , 80% of the 500 physicians interviewed reported they felt it was their responsibility to help reduce the total cost of care delivered to their patients, while maintaining quality. MORE
Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.” MORE
At the 2011 Medical Innovation Summit much time was spent discussing how economic conditions and their impact on policy is shifting control in healthcare from providers to payers. MORE
Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales. MORE
billion, 2011 followed pace – and it looks like there will be even more M&A activity in 2012 as health care reforms kick in, certainty in the health care landscape increases, the economy picks up, and investors seek bargains. Medical sales. MORE
Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2012 – in the Medical Sales – Blog Round-up. Click here. MORE
In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. Physicians are increasingly aware and concerned about health care costs. Medical devices sales. MORE
For example, Tenet Health Care, the nation’s third largest for-profit hospital chain has 152 sales reps at its 49 hospitals and HCA, the nation’s largest chain, has 150 sales people. Medical sales - a new opportunity. MORE
Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number of patients in their practices. A Classic – ’63 Corvette. MORE
Will there be a place for a relationship between surgeons with medical device companies in the future? It’s an interesting question that was posed to orthopedic and spine surgeons. Their responses were insightful … and certainly generalizable to other medical device markets. MORE
If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep. MORE
A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician’s view of the ideal experience. MORE
Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , pharma sales , pharma sales training. MORE
Let’s examine this question by looking at health care as an illustrative market where these types of trends have produced very dramatic and well-documented changes. In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients. MORE
Sales Tip. There is no one way physicians prefer to interact with a medical company. Many factors influence the physician’s view of the ideal experience. MORE
Sales Training for New Medical Device Sales Reps. If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right. MORE
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. Medical device sales. MORE
Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number of patients in their practices. Selling to physicians. MORE
Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. . MORE
Why are hospitals hiring medical device sales reps? Better yet, why are medical device sales reps pursuing new careers with hospitals and what are the future implications of this interesting trend? MORE
Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales. MORE
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? MORE
Medical sales. Physicians are in risk management business – trying to avoid risk or at least manage it. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day. MORE
From a sales perspective the focus has shifted to incorporate not only therapeutic advances but also factors related to driving down the total cost of care for the patient and for the hospital. Selling medical devices. MORE
Health Care Related Topics Sales Training Connection
APRIL 14, 2013
A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician’s view of the ideal experience.
Sales Training Connection
AUGUST 16, 2013
If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes.
Sales Training Connection
DECEMBER 19, 2012
Medical sales. Physicians are in risk management business – trying to avoid risk or at least manage it. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day.
Sales Training Connection
MAY 1, 2013
Book of Knowledge. When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. More than ten years have passed since we listened to those program openings, but one thing Tim said always stuck with us.
Sales Training Connection
OCTOBER 17, 2012
hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. Historically physicians owned their own practices, but times are changing.
Sales Training Connection
DECEMBER 10, 2012
Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , pharma sales , pharma sales training.
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Sales Training Connection
APRIL 23, 2012
From a sales perspective the focus has shifted to incorporate not only therapeutic advances but also factors related to driving down the total cost of care for the patient and for the hospital. Selling medical devices.
Sales Training Connection
APRIL 1, 2013
Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2013 – in the Medical Sales – Blog Round-up. Click here.
Sales Training Connection
SEPTEMBER 7, 2012
Selling to physicians. Sales reps usually get excited when their company launches a new product. And when the product is a new technology that is significantly different from others on the market, the level can be particularly high. That’s the up side surrounding new product launches.
Sales Training Connection
OCTOBER 1, 2012
Selling with clinical data. Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device sales reps must become skilled in selling with clinical data.
Sales Training Connection
DECEMBER 9, 2011
Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round-up.
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Sales Training Connection
JULY 23, 2012
Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2012 – in the Medical Sales – Blog Round-up. Click here.
Sales Training Connection
APRIL 9, 2012
Yet others, in a recent Bain study , 80% of the 500 physicians interviewed reported they felt it was their responsibility to help reduce the total cost of care delivered to their patients, while maintaining quality.
Sales Training Connection
NOVEMBER 14, 2012
Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Fall 2012 – in the Medical Sales – Blog Round-up. Click here.
Sales Training Connection
DECEMBER 4, 2013
Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales.
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. Health care reforms in the U.S. Medical device sales.
Sales Training Connection
JANUARY 8, 2013
Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number of patients in their practices. Selling to physicians.
Sales Training Connection
JANUARY 13, 2012
Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.”
Sales Training Connection
FEBRUARY 22, 2012
Let’s examine this question by looking at health care as an illustrative market where these types of trends have produced very dramatic and well-documented changes. In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients.
Sales Training Connection
MARCH 12, 2014
Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Medical Sales.
Sales Training Connection
AUGUST 6, 2012
If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. Medical sales.
Sales Training Connection
SEPTEMBER 10, 2012
Sales Tip. There is no one way physicians prefer to interact with a medical company. Many factors influence the physician’s view of the ideal experience.
Sales Training Connection
MARCH 19, 2013
Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. Unfortunately, it’s also a critical one.
Sales Training Connection
AUGUST 27, 2013
Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales.
Sales Training Connection
MARCH 30, 2012
If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the Medical Sales – Blog Round-up. Click here to take a read ….
Sales Training Connection
JANUARY 6, 2012
billion, 2011 followed pace – and it looks like there will be even more M&A activity in 2012 as health care reforms kick in, certainty in the health care landscape increases, the economy picks up, and investors seek bargains. Medical sales.
Sales Training Connection
FEBRUARY 20, 2013
Rather, it begins with carefully pre-planning and rehearsing the sales call. Selling IT to Hospitals. Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training Connection.
Sales Training Connection
NOVEMBER 28, 2012
Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Accountable care organizations (ACOs) are on the rise, with hospitals leading in ACO development. Selling with to hospitals and physicians - 2013 trends.
Sales Training Connection
AUGUST 3, 2011
Will there be a place for a relationship between surgeons with medical device companies in the future? It’s an interesting question that was posed to orthopedic and spine surgeons. Their responses were insightful … and certainly generalizable to other medical device markets.
Sales Training Connection
DECEMBER 21, 2011
For example, Tenet Health Care, the nation’s third largest for-profit hospital chain has 152 sales reps at its 49 hospitals and HCA, the nation’s largest chain, has 150 sales people. Medical sales - a new opportunity.
Sales Training Connection
AUGUST 15, 2011
In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. Physicians are increasingly aware and concerned about health care costs. Medical devices sales.
Sales Training Connection
FEBRUARY 10, 2012
Sales Training for New Medical Device Sales Reps. If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right.
Sales Training Connection
MARCH 23, 2012
If you did not catch this article in the Winter 2012 issue of FOCUS Magazine , we thought we’d re-post it here to provide our readers with easier access. Training new medical device sales rep.
Sales Training Connection
FEBRUARY 3, 2012
Why are hospitals hiring medical device sales reps? Better yet, why are medical device sales reps pursuing new careers with hospitals and what are the future implications of this interesting trend?
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?
Sales Training Connection
JANUARY 20, 2012
At the 2011 Medical Innovation Summit much time was spent discussing how economic conditions and their impact on policy is shifting control in healthcare from providers to payers.
Sales Training Connection
NOVEMBER 7, 2011
Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell.
Sales Training Connection
FEBRUARY 24, 2014
As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. The ability to navigate more complex and diverse organizations such as large IDNs and alternative care models. Medtech sales.
Sales Training Connection
SEPTEMBER 28, 2011
Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions. .
Sales Training Connection
AUGUST 31, 2011
Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. .
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