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Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

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.

Selling medical devices that are evolutionary not revolutionary

Sales Training Connection

This combination of trends is especially true in those portions of the medical device market that generate the largest profits: CRM devices, cardiology, spine-related devices, and orthopedics devices. Selling medical devices.

Medical sales training – something different vs. more of the same

Sales Training Connection

Hospitals will need to explore ways to reduce costs and to improve patient care. Clearly for the market-leaders this journey has already begun. In times of such transformational market change, a new set of winners and losers emerge among the sellers to the market.

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

Sales Training Connection

Those who know the market best say the change is likely to continue. For example, an article in USA Today shares what hospitals are doing in relationship marketing. The article goes on to point out such marketing efforts are widespread – and highly effective in revenue terms.

Seven fundamentals for selling to physicians

Sales Training Connection

On the other hand, there are some basic best practices for selling in the medical device market that have been and will continue to be important. Patient care is still the first priority. Medical device sales.

Sales performance – leveraging the potential of disruptive trends

Sales Training Connection

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.

Medical sales – impact of hospital mergers and acquisitions on sales strategy

Sales Training Connection

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. Capture larger market shares.

Reinventing the sales conversation with the hospital c-suite

Sales Training Connection

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.

Medical device sales – Investing in sales training 2.0

Sales Training Connection

The medical device market is in the midst of a transformational shift. 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: tailoring sales to physician preferences – A Sales Tip

Sales Training Connection

And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult. 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.

Pharma sales – it’s a different world

Sales Training Connection

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. Pharma sales.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

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 device sales – translating clinical value into economic value

Sales Training Connection

The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? 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.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. MedTech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth.

MedTech sales: when customers change – so must you

Sales Training Connection

In times of transformational market change there are new winners and losers. Among market leaders the journey of change has already begun and will continue as the future unfolds. How will we reduce the cost of care without impacting the quality of care? –

MedTech sales – understanding healthcare value propositions is a new key to success

Sales Training Connection

The Affordable Care Act and other social and economic trends are transforming the healthcare landscape. The question at hand is what is the right “go to market” strategy in order to capture significant market share as an uncertain future unfolds. MedTech Sales.

Medical device sales success – an urgent need to do something different

Sales Training Connection

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. Medical device sales success.

Sales performance – addressing accelerated clockspeed

Sales Training Connection

According to Fine, industries with faster clockspeeds have more market experimentation, increased competition, and frequent waves of innovation. Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry.

Medical device sales – the sales process is changing

Sales Training Connection

being the largest market. . 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.

Medical device sales – sales managers play a pivotal role for sales productivity

Sales Training Connection

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.

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

Sales Training Connection

And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult. A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician’s view of the ideal experience.

Sales Productivity: The Era of Absence of Change Is Over

Pipeliner

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.

Medical device sales – the book of knowledge is expanding

Sales Training Connection

Marketing has to help, the IT department needs to get in the game, and the front-line sales managers must coach. Book of Knowledge. When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program.

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

Sales Training Connection

Their responses were insightful … and certainly generalizable to other medical device markets. Will there be a place for a relationship between surgeons with medical device companies in the future? It’s an interesting question that was posed to orthopedic and spine surgeons.

Medical sales – A new sales environment as more physicians become hospital employees

Sales Training Connection

hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. Physician relationships and preferences alone will not win the day in today’s market. Historically physicians owned their own practices, but times are changing.

Medical device sales – selling with clinical data

Sales Training Connection

As the medical device market place changes hospital purchasing is becoming very different today from yesteryear. Selling with clinical data.

Medical sales – selling new technologies to physicians

Sales Training Connection

And when the product is a new technology that is significantly different from others on the market, the level can be particularly high. Selling to physicians. Sales reps usually get excited when their company launches a new product.

Emerging importance of medical sales key account executives

Sales Training Connection

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?

Selling to experienced vs. new physicians – it’s not just more of the same

Sales Training Connection

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.

Attention medical sales reps – a new job opportunity

Sales Training Connection

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

Are You Marketing Meat and Potatoes or Baked Alaska?

Increase Sales

Listen or read the marketing messages of many small businesses and most of them sound the same, look the same, feel the same and potentially taste the same. Too often those in sales fail to remember the goal of marketing is to attraction attention and begin to build a relationship.

Guest Article: “TEAM SELLING–Lone Wolfs no longer reign supreme,” by Dr. Richard Ruff

Sales and Management Blog

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to the sales process. A good case in point is the medical market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. Team selling – lone wolfs no longer reign supreme by Richard Ruff.

The REALLY BIG Upselling Sales Mistake

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Insurance Non-Health – The agent wants all the insurance and provides a solution including insurance not requested by the prospect. Marketing Firms – With so many small business owners not having the resources to have separate marketing departments, they turn to marketing firms.

3 Internet Marketing Truths You Should Know To Make Money Online

GKIC Blog

When it comes to the internet, I mostly “plead the Fifth”, but I work with it as marketing media just about every day. direct response advertising Email Marketing Internet Marketing Marketing Small Business Marketing Strategies Dan Kennedy free webinar Online Marketing

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. Team Selling. Team selling continues to be on the rise.

Sales productivity – the era of the absence of change is over

Sales Training Connection

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.

Give Your Business This “Special Advantage”

GKIC Blog

For example, it can be: (1) a market in chaos, in trauma, in transition, like, right now, the health care professions (fearful of the negative impact of managed care on their futures). (2) 2) It can be a market where everybody is in pain, like insurance salespeople (hamstrung by over-sensitive parent company enforced restrictions on advertising and. Entrepreneurship Marketing gary halbert

Why do we gather information from buyers?

Sharon Drew Morgan

Conventional sales, marketing, training, coaching, and leadership models use sharing and gathering information at their core. To date, she has worked with banks, tech companies, health care providers, communication providers, and retail.

Buyer 31

What if the walls actually COULD speak?

Brian Vellmure

Homes are being automated based on established rules and conditions, and the advancements in personalized and contextual health care will revolutionize how we think of medicine in the next couple of decades.

Heuristic Sales Anyone?

Increase Sales

” If you are a small business owners responsible for sales or a professional salesperson, this word does aptly describe what you do when marketing and selling your solutions (products or services).