Sales Training Connection

MAY 1, 2013

According to Tim, this Book of Knowledge had “chapters” on clinical information, industry information, competitive information and sales skills that medical device sales reps would need to succeed. Industry Issues and Ethical Standards – government rulings like Obamacare and FDA regulations, to AdvaMed standards.

Health Care 105

Health Care Knowledge Base Government Training 105

Mindtickle

FEBRUARY 3, 2021

While many technology products and solutions have historically been sold horizontally — across many industries — having a vertical-specific go-to-market strategy allows companies to capitalize on growth potential in particular markets. Cross-industry training content to uplevel sales conversations.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

Sales Training Connection

FEBRUARY 24, 2014

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. Buying process. Ability to align product to a new set of metrics and stakeholders.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

eGrabber

JULY 17, 2023

LI industry search can give 25%+ missing or wrong leads if 2 searches are not done. LI assigns 2 industries to every person (Lead & Acct) – users are not aware. Tag as tech industry or health care industry? Turns out, Bob might show up in neither and only show up under sales industry!

Prospecting 40

Prospecting Health Care Ideal Customer Profile How To 40

Zoominfo

FEBRUARY 21, 2021

Industry classification remains a foundational component to achieving ABM (account-based marketing) success. The North American Industry Classification System (NAICS) represents the standard for categorizing business operations by grouping them according to the processes used to produce goods or services.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Sales Training Connection

AUGUST 27, 2014

They are more knowledgeable about the market, industry, and their own organization – they are business savvy. Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes. Some Sales 2.0 Consultative selling skills.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Mindtickle

MAY 1, 2020

For new reps selling into these verticals, familiarity with industry hot topics and vertical-specific concepts like these may mean the difference between closing a deal and losing it. Speaking the customer’s “language” is critical on many levels, but especially when companies go to market by industry.

Health Care 52

Health Care Telecommunications Lead Rank Insurance 52

Allego

AUGUST 21, 2020

In this episode, VP Pat Berges describes how an industry put aside turf battles to bring critical training information to frontline healthcare workers around the world. Ultimately, what that does in my industry—health care—is help expand access to care. “We’re Whatever we can do to help.’”.

Lead Rank 118

Lead Rank Face-to-face Health Care Vendor 118

Sales Training Connection

OCTOBER 16, 2013

They are more knowledgeable about the market, industry, and their own organization – they are business savvy. Business, clinical, technology, and legislative trends in the health care industry. The health-care industry is undergoing transformational changes. Some Sales 2.0 Consultative selling skills.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Apptivo

JUNE 27, 2022

Over the years, the healthcare industry is gaining prominence and becoming competitive. The healthcare industry can use this CRM to set up portals for the patients who need to create appointments and also paves a way for tracking those appointments. Benefits of CRM in healthcare Industry. Introduction. What is Healthcare CRM?

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

Vendor Neutral

NOVEMBER 1, 2023

Specializing in B2B2C, Jay focuses on aligning sales and marketing, particularly in industries such as Health Care Insurance, Financial Services, and Manufacturing that demand regulatory and brand compliance.

Scale 52

Scale Marketing Health Care Analytics 52

Crunchbase

JANUARY 11, 2021

Industry: Health Care, Artificial Intelligence, Analytics. Why I’m watching: The healthcare sector is booming, and will continue to do so as we navigate a health crisis and immense pressure on technology to fill gaps in the industry. Industry: Cryptocurrency, Financial Services, Blockchain. HQ: New York, NY.

Health Care 103

Health Care Banking Hiring Licensing 103

Zoominfo

SEPTEMBER 6, 2022

However, while some industries are facing very hard times and difficult choices, others are still booming. “We’re million positions filled across all industries. The changes appear to be concentrated in the automotive, financial services, and tech industries. Unemployment rose from 3.5% in July to 3.7%

Face-to-face 130

Face-to-face Marketing Cost Per Click Automotive 130

Sales Training Connection

JANUARY 13, 2012

Fine of MIT’s Sloan School of Management to describe the pace of business evolution inside industries. According to Fine, industries with faster clockspeeds have more market experimentation, increased competition, and frequent waves of innovation. Industry Example. The authors noted: “the healthcare industry in the U.S.

Health Care 76

Health Care Scale Training Industry 76

The Sales Hunter

JUNE 13, 2012

— then you absolutely must focus your calls by industry or type. Focus by key industry. So, one week you may focus on the health care industry and the next week you may focus on the automotive industry. Problem is many times their failure to have a process is the reason they’re not successful.

Prospecting 206

Prospecting Automotive Health Care Segment 206

Pipeliner

DECEMBER 5, 2023

Our product is not for industries such as real estate, health care systems, government or transactional sales where typically sales activities do not occur through a consultative process. Because, in the SaaS industry, investors typically push hard for rapid revenue growth numbers to support their investment goals.

Pipeline 59

Pipeline CRM Closing Real Estate 59

Sales Training Connection

SEPTEMBER 12, 2011

The global medical devices industry, while large, is very competitive. medical devices industry is growing due to aging Baby Boomers, unmet medical needs, and increasing incidences of lifestyle diseases – like cardiovascular, hypertension, obesity, and diabetes. Health care reforms in the U.S. Medical device sales.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Crunchbase

MARCH 6, 2020

As a Crunchbase veteran, I am constantly looking out for interesting industry trends, developments and startups on the rise to get ahead of the game. Industry: Cloud Security, Cyber Security. Industry: Artificial Intelligence, Enterprise, Apps. Industry: Health Care, Medical. Industry: Compliance, Privacy.

Health Care 120

Health Care Enterprise Enterprise Remedy 120

Nimble - Sales

JANUARY 24, 2019

No matter which industry you come from (transportation, electronics, hospitality, or health care) the current situation clearly states the popularity of on-demand services almost everywhere. One of the surefire ways towards a successful business is catering to the on-demand services.

CRM 58

CRM Health Care Transportation Industry 58

Sales Training Connection

OCTOBER 2, 2013

However, due to the trends in the health care industry more providers and patients are no longer demanding the latest and “greatest” a/k/a most expensive. Historically, once a new medical device was launched, add-on innovations were introduced over time that increased the cost.

Health Care 110

Health Care Strategy Trends Face-to-face 110

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. The examples from the health care industry are simply illustrative of the kind of changes that are brought about by disruptive trends.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Mindtickle

FEBRUARY 3, 2021

While many technology products and solutions have historically been sold horizontally — across many industries — having a vertical-specific go-to-market strategy allows companies to capitalize on growth potential in particular markets. Cross-industry training content to uplevel sales conversations.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Sales Training Connection

DECEMBER 21, 2011

Most of these posts are based on our experience conducting sales training with medical device companies and sharing what experts are saying about the medical sales industry. Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. First, it’s happening all over the country.

Health Care 98

Health Care Opportunity Hiring Referrals 98

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.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Hubspot Sales

MAY 4, 2020

92% of B2B customers are willing to engage with sales reps who have positioned themselves as an industry thought leader. The Demand Gen Report 2019 Content Preferences Survey found 95% of respondents seek credible content from industry thought leaders — up from 62% in 2018.

Social Selling 115

Social Selling LinkedIn Lead Rank Lead Scoring 115

Sales Training Connection

MARCH 27, 2014

While the MedTech industry is positioned to grow in the coming years, all is not rosy. Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Force Management

JULY 9, 2019

As providers of all sizes continue to maneuver through health care reform, keeping your sales team prepared for the next hurdle can be a daunting task. Force Management began working with Welch Allyn in 2012 in an effort to improve overall sales effectiveness and generate more revenue per seller.

Health Care 60

Health Care Sales Enablement Competition Sales 60

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? Changes in U.S. Taken collectively they are transformational.

Health Care 61

Health Care Account Territories Face-to-face 61

Crunchbase

FEBRUARY 25, 2021

Industry: Productivity Tools, Scheduling, Software. Industry: Agriculture, Big Data, Data Visualization, SaaS. About Gro Intelligence: Founded in 2014 by Nemo Semret , Sara Menker , and Sewit Ahderom , Gro Intelligence is a big data and SaaS company creating a more connected, efficient, and productive global agriculture industry.

Company 95

Company Automotive Sales Qualified Lead Software 95

Emissary

AUGUST 15, 2021

Healthcare has been a rapidly changing industry for at least a decade, and its transformation has implications not just for technology, but for technology sales as well. Healthcare is unique as an industry in that it is so huge, yet still so immature and it lacks a lot of standards. Here are three key takeaways from the conversation:

Enterprise 52

Enterprise Enterprise Health Care Nonprofit 52

Sales Training Connection

JULY 8, 2013

PWC identified seven major socio-economic trends that will have huge implications for the industry as a whole: The burden of chronic disease is soaring. If you were to fast-forward to a picture of tomorrow these images are likely to be even more dramatically different. Pay-for-performance is on the rise. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

AUGUST 4, 2015

Today’s medical sales industry is a case in point. 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.

Health Care 50

Health Care Biotechnology Insurance Insurance 50

Pipeliner

JULY 16, 2020

Your transportation logistics client that generated 80% of their business from the airline industry has seen Avianca, Compass and Virgin Australia simply disappear. But a new market has emerged for them with other front-line professionals – health care workers. Client-centricity – it’s never been more important than right now.

Airlines 98

Airlines Transportation Hotels B2C 98

Sales Training Connection

APRIL 2, 2014

As recently reported by Booz & Company , healthcare is a striking example of an industry that is undergoing unprecedented changes. If you are a Medtech company, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

SEPTEMBER 17, 2014

And one final point … MedTech is not the only industry where clinical people could be involved in sales. Therefore they can come to the sales training with the sales reps better prepared and in many cases reduce the time spent in the classroom.

Training 80

Training Health Care Pharmaceuticals Face-to-face 80

Sales Training Connection

JUNE 3, 2013

Whether you analyze it from the perspective of the individual, organization, or an entire industry, what constitutes value tends to shift over time. If a medical device does not address a need that matters it has no value. The second component of the Triple Crown is Value Migration.

Health Care 108

Health Care Marketing Insurance Insurance 108

A Sales Guy

OCTOBER 17, 2012

Employer-sponsored Health Coverage Alive and Well. CFOs have been grappling with the fallout from health care reform for two years now. When it comes to health care cost, about 70% of U.S. Those who do expect a cost increase say they expect reform to increase their company’s health care costs by 10%.

Hiring 110

Hiring Scale Health Care Survey 110