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 – 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.

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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.

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 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 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 sales training – something different vs. more of the same

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Hospitals will need to explore ways to reduce costs and to improve patient care. Medical sales training. From time to time entire industries go through dramatic changes driven by forces that are disruptive in scope and scale. Today the healthcare industry is a prime example.

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 – 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.

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.

Hospital sales – business-as-usual will be business lost to competitors

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The authors reported: “A growing number of hospitals are using their patients’ health and financial records to help pitch their most lucrative services, such as cancer, heart and orthopedic care. Hospitals are going through a period of transformation change.

Seven fundamentals for selling to physicians

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Patient care is still the first priority. Medical device sales. Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it. The sales rep who does not adjust and adapt to these changes is unlikely to prosper.

Drive sales innovation by bottom up entrepreneurialism

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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. Drive sales innovation.

Team selling – more prevalent, more important and as difficult as ever

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Health Care Sales Training Sales Best Practices Sales Training sales best practices sales training team selling Team selling. In major accounts there are a number of different strategic situations where a team sale is preferred.

Medical sales – there is no back to the future

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To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act. Initiatives to contain costs will continue to be center stage and mergers among all the various business players, including health care suppliers, will continue.

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.

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.

Medical Sales – Blog Round-up – Summer 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.

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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.

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.

Boost sales by understanding healthcare economics

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MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.

Reinventing the sales conversation with the hospital c-suite

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One factor affecting the strategic paths hospitals choose is that all decisions including those relate to quality, patient care, and technology will be viewed through a financial lens. Selling to the Hospital c-Suite. Hospitals are undergoing unprecedented changes.

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.

Medical device sales – Investing in sales training 2.0

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Selling medical devices. If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0.

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: 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.

Selling value in the medical device market – good is not good enough

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Medical device sales. Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale and moving to selling value. How do you make the switch?

MedTech clinical staff – invite them to the sales training party

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MedTech clinical staff + sales training. MedTech clinical staff spend the majority of their time on client sites – whether at a hospital, standalone medical center, or physician practice – they provide support and education to both clinical and administrative staff. But why stop there?

Pharma sales – it’s a different world

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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 sales – blog round-up – Summer 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.

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?

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.

Medical sales – grabbing physician attention – An STC Classic

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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. A Classic – ’63 Corvette.

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

Sales Training Connection

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.

MedTech sales – past success doesn’t guarantee future wins

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The transformational changes in the health-care environment will only exacerbate the negative consequences of this situation, as the buying process becomes more demanding and purchasing arrangements become more sophisticated. MedTech sales.

Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

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While the MedTech industry is positioned to grow in the coming years, all is not rosy.

MedTech sales – financial impact of measuring patient satisfaction

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According to a recent Gallup study – “To build and maintain patient loyalty and engagement in an era when consumers can shop around for the best value, healthcare organizations must not only provide quality care but also surpass patient expectations.”. MedTech sales.

Getting MedTech Sales Strategy Right – white paper now on Kindle and iTunes

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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.