Sales Training Connection

OCTOBER 16, 2013

They are more knowledgeable about the market, industry, and their own organization – they are business savvy. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. The health-care industry is undergoing transformational changes.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

AUGUST 27, 2014

They are more knowledgeable about the market, industry, and their own organization – they are business savvy. How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. The health-care industry is undergoing transformational changes.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

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

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

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. Three considerations stand out – all of which will have an effect on the sales process and how we should train medical sales people. ©2013 Sales Momentum ®.

Health Care 110

Health Care Strategy Trends Face-to-face 110

Sales Training Connection

MARCH 27, 2014

While the MedTech industry is positioned to grow in the coming years, all is not rosy. And to learn more about our MedTech sales training programs, click here. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

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. Medical sales - a new opportunity.

Health Care 98

Health Care Opportunity Hiring Referrals 98

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

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

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

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. 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

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. This all means how Pharma sale reps are selected and trained will need to look strikingly different as the future unfolds. Pay-for-performance is on the rise.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

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. The Social Media and Sales Quota Survey reports 50.1%

Social Selling 118

Social Selling LinkedIn Lead Rank Lead Scoring 118

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 found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. However, what is clear is standing still is not an option.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

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 you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. The second component of the Triple Crown is Value Migration.

Health Care 108

Health Care Marketing Insurance Insurance 108

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. Building transformational sales training. Most healthcare organizations are uncertain about the best strategic path forward.

Training 50

Training Pivotal Scale Software 50

Sales Training Connection

SEPTEMBER 28, 2011

The trap is an easy one to fall into because sales people who focus on a particular industry, like medical devices, do have extensive expertise acquired from working with multiple customers. If you found this post interesting, why not subscribe to the Sales Training Connection ? . ©2011 Sales Horizons™, LLC.

Health Care 97

Health Care Training Sales Consultative Selling 97

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. Step 3: Enroll in a Training Program.

Biotechnology 94

Biotechnology Salary How To Compensation 94

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Sales Training Connection

AUGUST 22, 2014

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. Sales Simulations. Get serious about sales coaching , modeling and mentoring.

Pivotal 89

Pivotal Health Care Trends Training 89

Sales Training Connection

JANUARY 4, 2013

The buying processes in many companies are going through significant changes – and in some industries, like health care, the changes are transformational. Technorati Tags: b2b sales , networking , sales strategy , sales training , sales training articles , sales training blogs. Be Proactive.

Networking 112

Networking B2B Health Care Gatekeeper 112

LeadFuze

DECEMBER 31, 2021

A company in the Financial Services or Banking industry. Sales representatives will know a lot about their industry by the time they’re done with training. Industry/vertical segment. Industry & Vertical Structure. Another way to structure a sales team is by industry. That spend money on Adwords.

Hiring 52

Hiring Lead Rank Scale How To 52

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

Sales Training Connection

AUGUST 29, 2011

The buying processes in many companies are going through significant changes – and in some industries, like health care, the changes are transformational. Technorati Tags: internal champion , networking , sales best practices , sales strategy , sales training , sales training articles , sales training blogs.

Networking 86

Networking B2B Health Care Gatekeeper 86

Sales Training Connection

JANUARY 11, 2012

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. Revisit skills training. New Normal in Sales. ©2012 Sales Horizons, LLC.

Pivotal 69

Pivotal Health Care Training B2B 69

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. Watch Webinar. Pharmaceutical Sales MBO Examples.

Examples 78

Examples Compensation Incentives Incentive 78

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

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. Steve is a great guy, but the moment he picks up a scalpel, I run. Starting At The Top.

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 90

Benefit Health Care Hotels Trends 90

Cience

NOVEMBER 6, 2019

Buying is now a continuous and dynamic process in most industries, not a linear funnel ; it’s an on-going motion picture, not a selfie or snapshot in one channel. Multi-channel selling is required here and in most industries. A meaningful sales approach in any one of these industry sectors has much less meaning in the others. .

Channels 42

Channels Marketing Retail How To 42

Pipeliner

JULY 22, 2023

We are realizing that we as individuals, communities, cities, and industries will also have to change. Paralegals would do well to start training for a different line of work. That means hundreds of millions of people are constantly innovating in this industry. AI is creating exponential and rapid change.

Positioning 52

Positioning Health Care Face-to-face Examples 52

Showpad

JUNE 20, 2022

DuPont’s sales team focuses mostly on enterprise deals—universities, health care providers, retailers, food service, and national hospitality chains. He built out a visually-appealing, comprehensive Page around Corian ® Design’s offerings specifically tailored to the food service industry. Building for the future.

Account Based Marketing 98

Account Based Marketing Buyer Scale Customer 98

Sales Training Connection

JUNE 30, 2014

According to the C-Suite Project , all salespeople – regardless of industry – should consider three areas when interacting with the c-suite: content context, and conversation when focusing on the c-suite: Content. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Conversion 93

Conversion Health Care Face-to-face Training 93

Bigtincan

DECEMBER 8, 2021

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. Showpad supports sales teams with coaching, training, and content solutions.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59