Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. How do you train KAMs? . A Classic – ’63 Corvette.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JUNE 3, 2013

Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. Whether you analyze it from the perspective of the individual, organization, or an entire industry, what constitutes value tends to shift over time. Medical device sales. How do you make the switch?

Health Care 108

Health Care Marketing Insurance Insurance 108

Mindtickle

FEBRUARY 3, 2021

Broadly speaking, partners enrich our market-leading offering, complementing the robust Mindtickle platform with the extra muscle needed to drive revenue growth faster and foster a culture of sales readiness for our customers. Some partnerships add to this by making it possible for Mindtickle to offer an even greater go-to-market value.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Sales Training Connection

SEPTEMBER 12, 2011

The global medical devices industry, while large, is very competitive. being the largest market. . 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.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

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

Sales Training Connection

FEBRUARY 22, 2012

On the other hand, from time to time disruptive trends emerge that upend the market in ways that few ever imagine. 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. Financial Expectations.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Sales Training Connection

DECEMBER 21, 2011

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

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

Sales Training Connection

JULY 8, 2013

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

APRIL 2, 2014

In times of transformational market change there are new winners and losers. As recently reported by Booz & Company , healthcare is a striking example of an industry that is undergoing unprecedented changes. Among market leaders the journey of change has already begun and will continue as the future unfolds.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

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? First, sales training for KAEs is not just more of the same.

Health Care 61

Health Care Account Territories Face-to-face 61

Apptivo

JUNE 27, 2022

Over the years, the healthcare industry is gaining prominence and becoming competitive. With many applications in the healthcare market, patients are highly informed, thus demanding superior and prompt customer service in the forthcoming years. Benefits of CRM in healthcare Industry. Introduction. What is Healthcare CRM?

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

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

Sales Training Connection

JULY 19, 2016

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. Hospitals will need to explore ways to reduce costs and to improve patient care. Building transformational sales training.

Training 50

Training Pivotal Scale Software 50

Hubspot Sales

NOVEMBER 7, 2017

Enroll in online or in-person training. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. Before embarking down this career path, get to know the industry and figure out how it fits into your own specific career needs. Choose a specialization. biotechnology.

Biotechnology 95

Biotechnology Salary How To Compensation 95

Sales Training Connection

AUGUST 22, 2014

In most markets, customers are significantly changing how they do business. In some cases, such as the health care industry, these changes certainly can be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it are all changing. Revisit sales skills training.

Pivotal 89

Pivotal Health Care Trends Training 89

Cience

NOVEMBER 6, 2019

The most important thing about any go-to-market approach is the buyer and the buying process. It’s the seller’s responsibility to adapt its approach to the market ; it’s not the market’s responsibility to adapt to any company. Multi-channel selling is required here and in most industries. Answer: Yes.

Channels 42

Channels Marketing Retail How To 42

Score More Sales

FEBRUARY 11, 2013

If you really do not have time to do this (and I think that is a leadership mistake, if so) – then at least understand 3 things about the industry you are calling into. Tie that into your conversation.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

LeadFuze

DECEMBER 31, 2021

In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. A company in the Financial Services or Banking industry. Who currently have job openings for marketing help. Industry/vertical segment.

Hiring 52

Hiring Lead Rank Scale How To 52

Xactly

SEPTEMBER 5, 2018

To help, we’ve created MBO examples to get you going in the right direction and help you visualize how goals and objectives might differ by industry and role (Note: the same should apply for compensation and commission plans ), whether it’s in sales, marketing, or manufacturing. Online Marketing. Watch Webinar.

Examples 78

Examples Compensation Incentives Incentive 78

Sales Training Connection

JANUARY 11, 2012

In most markets customers are instituting significant changes in how they do business. In some cases, such as the health care industry, these changes can legitimately be labeled transformational – as a result who does the buying, what they buy, and what they are willing to pay for it have all changed. New Normal in Sales.

Pivotal 69

Pivotal Health Care Training B2B 69

Nutshell

JULY 24, 2019

In some industries, buyers become especially motivated as the calendar year comes to a close. “In Slow periods were also good for training new staff as well as other business functions like renovating the office and decluttering.”. Plus: Three quick tips on how to get a better understanding of your own seasonal sales trends.

Hiring 120

Hiring Real Estate Trends Retail 120

Crunchbase

OCTOBER 21, 2022

Common in health, as well as social care, are physical, psychological, financial, geographical, cultural/language and resource barriers. I experienced these barriers firsthand when breaking into the tech sales industry, and that is what drives Us In Technology’s mission today. Launching Us In Technology.

Industry 126

Industry Hiring Intent Promotion 126

Partners in Excellence

FEBRUARY 5, 2015

That process often requires a minimum level of formal training/education, some level of practical. After all, I wouldn’t want to go through surgery performed by my next door neighbor–a Sales VP with an industrial products company. We see good, great and inspired performances from marketing and sales.

Cost per Acquisition 48

Cost per Acquisition Health Care Education Sales 48

Hubspot Sales

FEBRUARY 4, 2024

If you’ve worked in the food service industry – or read Anthony Bourdain’s Kitchen Confidential – you know restaurant work ain’t for the faint-hearted. The average employee turnover rate for the industry was a whopping 79.6% Lack of work-life balance : 80% of industry workers felt overwhelmed by their workload.

Benefit 94

Benefit Health Care Hotels Trends 94

Showpad

JUNE 20, 2022

“Event-based marketing used to be huge. That’s Connor Fassnacht , Digital Marketing Lead for the Americas at Corian® Design , a DuPont Company. DuPont’s sales team focuses mostly on enterprise deals—universities, health care providers, retailers, food service, and national hospitality chains. Building for the future.

Account Based Marketing 98

Account Based Marketing Buyer Scale Customer 98

Bigtincan

DECEMBER 8, 2021

So, some sales and marketing teams may be evaluating Highspot alternatives. In addition, many Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan to help their sales reps effectively engage with prospects and customers.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Sales Training Connection

JUNE 30, 2014

Among market leaders the journey of change has already begun and will continue as the future unfolds. 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.

Conversion 93

Conversion Health Care Face-to-face Training 93

The Sales Association

FEBRUARY 8, 2011

The vast reach of the organization - its not a single vertical market." "The The opportunity to meet strategic thinkers and leaders in the sales industry." The caliber of people that participate." People Ive met seem willing to help." "The The depth of information you provide." "The Friendly, hellpful and high quality.".

Real Estate 20

Real Estate Health Care Transportation Demographics 20