Medical sales – tailoring sales to physician preferences – An STC Classic

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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.

Medical device sales – tips to leverage the power of storytelling – An STC Classic

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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 value imperative – help physicians decrease risk

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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.

Medical device sales – the book of knowledge is expanding

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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.

Emerging trends in medical device sales

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medical sales training , sales best practices. Medical Device Selling Trends.

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Medical sales – A new sales environment as more physicians become hospital employees

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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.

5th issue impacting medical sales in 2013 – customer satisfaction

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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.

Selling medical devices that are evolutionary not revolutionary

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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.

Medical Sales – Blog Round-up – Winter 2013

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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.

Medical sales – selling new technologies to physicians

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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.

Medical sales – blog round-up – Fall 2011

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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.

Medical device sales – selling with clinical data

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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.

Medical sales – blog round up – Summer 2012

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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.

Medical Sales – Blog Round-up – Fall 2013

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales.

Medical sales – Blog Round-up – Fall 2012

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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.

Selling to experienced vs. new physicians – it’s not just more of the same

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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.

Medical device sales – the sales process is changing

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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 performance – addressing accelerated clockspeed

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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 – Blog Round-up – Winter 2014

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Medical Sales.

Medical sales – grabbing physician attention

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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 performance – leveraging the potential of disruptive trends

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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.

Medical Sales – Blog Round-up – Summer 2013

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Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training. Medical Sales.

Medical device sales – tips to leverage the power of storytelling

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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.

Medical sales: tailoring sales to physician preferences – A Sales Tip

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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.

Medical sales – ask for commitments if you want to win

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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.

Medical sales – blog round up – Winter 2012

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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 ….

Medical sales – impact of hospital mergers and acquisitions on sales strategy

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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.

Physicians look into the future at their relationship with medical device companies

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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.

Selling to hospital information technology departments

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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.

Four hospital-physician issues impacting medical sales in 2013

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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.

Attention medical sales reps – a new job opportunity

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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.

Medical device sales – physician behavior will be changing

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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.

Training new medical device sales reps – getting it right

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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.

Training New Medical Device Sales Reps – Getting it Right

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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.

Emerging trends in medical device sales – podcast

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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?

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Emerging importance of medical sales key account executives

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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?

Medical device sales – translating clinical value into economic value

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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.

MedTech sales – the declining advantage of superior technology

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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.

Medical device sales – seven ways new sales reps can build sales success

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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.

Medical device sales – 8 questioning traps hindering sales success

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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. .

Medical Sales – Blog Round-up – Summer 2014

Sales Training Connection

Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training. Medical Sales.

Medical device sales success – an urgent need to do something different – An STC Classic

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Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes. A Classic – ’63 Corvette.

Selling to Hospitals – 10 roles for internal champions

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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. .