Sales Training Connection

APRIL 14, 2013

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , pharma sales , pharma sales training , sales training. A Classic - '63 Corvette.

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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. A Classic - '63 Corvette. Sales and storytelling – a powerful combination!

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Sales Training Connection

DECEMBER 19, 2012

Technorati Tags: drug rep sales training , health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , pharma sales training , pharmaceutical sales training , sales best practices , sales training.

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Sales Training Connection

MAY 1, 2013

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training articles , sales training blogs. Book of Knowledge.

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Sales Training Connection

OCTOBER 17, 2012

hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. physicians are now employed by hospitals or integrated delivery systems , a trend fueled by the creation of accountable care organizations (ACOs) and the prospect of more risk-based payment approaches. Historically physicians owned their own practices, but times are changing.

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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. In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows.

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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. For example, medical device sales reps must now be able to show a physician or hospital how using a specific device can cut time in the operating room in half while maintaining excellent customer care. Selling medical devices.

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Sales Training Connection

SEPTEMBER 7, 2012

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , selling new medical devices , selling to docs , selling to physicians. Selling to physicians.

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Sales Training Connection

APRIL 1, 2013

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training. Medical Sales Round Up.

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Sales Training Connection

OCTOBER 1, 2012

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training articles , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales strategy , sales training blogs , selling to docs , selling to physicians , selling with clinical data. Selling with clinical data.

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Sales Training Connection

JULY 23, 2012

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs. Medical Sales Round Up.

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Sales Training Connection

DECEMBER 9, 2011

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales training best practices , sales training blogs. Medical Sales.

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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. Because of the transformation changes in the medical sales market space many are recommending that new physicians need something else to enable them to participate as informed cities in the health care systems in which they work.

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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. The global medical devices industry, while large, is very competitive. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S. being the largest market. . The U.S.

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Sales Training Connection

NOVEMBER 14, 2012

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training. Medical Sales Round Up.

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Sales Training Connection

DECEMBER 4, 2013

Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training pharma sales training Medical Sales.

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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. Storytelling and sales – a powerful combination!

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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. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space.

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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. First to understand the nature of the challenges, let’s profile some of the significant changes that are occurring in the health care market and then highlight some strategies to deal with these types of changes regardless of the market. Sales Performance.

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Sales Training Connection

SEPTEMBER 10, 2012

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales training , sales training articles , sales training blogs , selling to docs , selling to physicians. Sales Tip.

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Sales Training Connection

MARCH 19, 2013

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , pharma sales training , pharmaceutical sales training , sales best practices , sales training. Medical sales - getting a commitment.

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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.” Medical sales. Clockspeed is a term used by Charles H. Fine of MIT’s Sloan School of Management to describe the pace of business evolution inside industries.

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Sales Training Connection

MARCH 12, 2014

Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training medtech sales pharma sales training Medical Sales.

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Sales Training Connection

MARCH 30, 2012

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training , sales training articles , sales training blogs , selling to docs , selling to hospitals , selling to physicians.

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Sales Training Connection

FEBRUARY 20, 2013

Rather, it begins with carefully pre-planning and rehearsing the sales call. Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical sales training , medical sales training blogs , sales best practices , sales training , selling IT to hospitals , selling to hospitals. Selling IT to Hospitals.

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Sales Training Connection

AUGUST 27, 2013

Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training pharma sales training Medical Sales.

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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. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013.

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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. Even before the health care reforms passed, there were good reasons to consolidate. Consolidation will likely continue to be a major trend in the health care industry. Medical sales.

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Sales Training Connection

AUGUST 3, 2011

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales training , sales training articles , sales training blogs.

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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. Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market.

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Sales Training Connection

MARCH 23, 2012

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , new hire sales training , sales training , sales training best practices.

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Sales Training Connection

AUGUST 15, 2011

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. The conclusion was summarized into one sentence: Rapidly shifting attitudes among physicians on critical issues such as managing costs, drug, and device usage, and standardized care are transforming health care business models. . Physicians are increasingly aware and concerned about health care costs. Medical devices sales.

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Sales Training Connection

FEBRUARY 10, 2012

Technorati Tags: 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 sales training , medical sales training blogs , new hire sales training , sales best practices , sales training , sales training articles , sales training best practices , sales training blogs. Sales Training for New Medical Device Sales Reps.

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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. . Because of rising health care costs, decreasing reimbursements, increasing malpractice suites, and the financial uncertainties of the new national health care legislation, hospitals are aggressively seeking answers for dealing with the financial pressures. . Changes in U.S.

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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. Specifically, regarding, the medical technology market, the BCG report emphasizes – “MedTech companies, like all health-care operators, will be assessed on their ability to deliver value to patients and providers, rather than just superior technology. Medtech sales.

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Sales Training Connection

SEPTEMBER 28, 2011

Technorati Tags: health care sales training , health care sales training articles , medical device sales training , medical devices sales training , medical sales training , medical sales training blogs , sales best practices , sales call execution , sales skills , sales training articles , sales training blogs. Medical device sales people are often coached to “talk a little bit less and get better at asking questions.”

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Sales Training Connection

FEBRUARY 3, 2012

Technorati Tags: 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 , medical sales training , medical sales training blogs , sales training , sales training articles , sales training best practices , sales training blogs. Why are hospitals hiring medical device sales reps?

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Sales Training Connection

JANUARY 20, 2012

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training articles , selling economic value , selling to docs , selling to hospitals , selling to physicians.

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Sales Training Connection

NOVEMBER 7, 2011

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales training articles , sales training blogs. Medical device sales people spend months learning about products, anatomy, and how to sell.

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Sales Training Connection

AUGUST 27, 2014

Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes. Technorati Tags: health care sales training articles , medical device sales training , medical device sales training articles , medical sales training articles , sales training. A Classic – ’63 Corvette.

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