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

Sales Training Connection

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.

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

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Medical sales value imperative – help physicians decrease risk

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Medical device sales – the book of knowledge is expanding

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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. 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.

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

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. 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.

Medical sales – selling new technologies to physicians

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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.

Medical Sales – Blog Round-up – Winter 2013

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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.

Medical device sales – selling with clinical data

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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.

Medical sales – blog round up – Summer 2012

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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.

Medical sales – blog round-up – Fall 2011

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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.

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. 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.

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. 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.

Medical sales – Blog Round-up – Fall 2012

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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.

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. 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.

Medical device sales – tips to leverage the power of storytelling

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. Medical sales. Storytelling and sales – a powerful combination!

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. 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.

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. 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.

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

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Medical sales – ask for commitments if you want to win

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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.

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. 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.

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. 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.

Medical sales – blog round up – Winter 2012

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Selling to hospital information technology departments

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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.

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. 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.

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. 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.

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. 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.

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

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

Training New Medical Device Sales Reps – Getting it Right

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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. 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.

Training new medical device sales reps – getting it right

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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. . 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.

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. 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.

Medical device sales – 8 questioning traps hindering sales success

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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.”

Emerging trends in medical device sales – podcast

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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?

Medical device sales – translating clinical value into economic value

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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.

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

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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.

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. 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.