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.

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. More than ten years have passed since we listened to those program openings, but one thing Tim said always stuck with us. He talked about a Book of Knowledge that sales reps needed to learn.

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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. 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. Physician relationships and preferences alone will not win the day in today’s market.

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. 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. Selling medical devices.

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. That’s the up side surrounding new product launches. The down side is that sales reps falsely assume their customer base is equally excited and want to hear about every last detail as soon as possible.

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. Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device sales reps must become skilled in selling with clinical data.

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. 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. The U.S.

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. In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients. Augment the sales team with market specialists.

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.

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. In fact, some estimates expect the health care IT market to experience a compound annual growth rate of 24 percent through 2014.” Medical sales.

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. Even before the health care reforms passed, there were good reasons to consolidate. Capture larger market shares. Consolidation will likely continue to be a major trend in the health care industry.

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. The one point of view consistently expressed has to do with innovation – the relationship is important for innovation and new medical device development. Take a read ….

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. 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.

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. . 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

Sales Training Connection

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 – 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? The requirement for sales people to be able to have a wide variety of business and economic discussions with a wide variety of players is now a core sales skill 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.

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. It should not be the only strategy and it is one that should be carefully managed. Do they understand what sales adjustments need to be made given the market shifts, if not how should that be corrected?

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. 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.

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. Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it. The sales rep who does not adjust and adapt to these changes is unlikely to prosper.

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 authors reported: “A growing number of hospitals are using their patients’ health and financial records to help pitch their most lucrative services, such as cancer, heart and orthopedic care. This marketing idea is simply one of the recent examples of innovation.

Medical device sales – Investing in sales training 2.0

Sales Training Connection

The medical device market is in the midst of a transformational shift. Technorati Tags: health care sales training , health care sales training articles , healthcare sales training , medical device sales training , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales simulation , sales simulations , sales training articles , sales training best practices , sales training blogs.

Selling value in the medical device market – good is not good enough

Sales Training Connection

Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. In the medical device market there are windows of opportunity such as when a new product is launched where one device may be significantly better. In the medical device market, the sales person’s superior ability to sell value may be one of the few sustainable competitive advantages. Medical device sales.

Medical sales – there is no back to the future

Sales Training Connection

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. As the future unfolds today’s market-leaders are not guaranteed to be the ones that will remain at the head of the table. MedTech Sales.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

Many markets are undergoing a transformational change where the customer is demanding salespeople bring innovative thinking and new insights. A good case in point is the health care market where the Affordable Care Act plus other social and economic trends are transforming the health care landscape. In markets like this one, the higher up in the organization, the truer this proposition. Drive sales innovation.

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. 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.

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. The transformational changes in the health-care environment will only exacerbate the negative consequences of this situation, as the buying process becomes more demanding and purchasing arrangements become more sophisticated. MedTech sales.

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. The study suggests that customers want quality care, and they will make real choices about where to seek that care. Local access to quality care will meet another need. MedTech Sales.

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. Although many of the long-term implications of the major drivers such as the Affordable Care Act are still vague, the article points out two mega-trends that will help shape the picture of the future: consumerization – patients will have greater choice and control.

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. If the healthcare market is undergoing transformational changes in the way they buy, then it is likely that a parallel effort will be required on your part from a sales perspective.

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. Pharma sales reps in the U.S. nearly doubled to 100,000 between 1996 and 2005 even though the number of practicing physicians rose by just 26%.

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. so executives are aggressively seeking innovative and creative approaches from their suppliers for increasing patient care while simultaneously reducing cost. Selling to the Hospital c-Suite.

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. Now once in a while, there is one marketing message that is visually appealing and emotionally exciting.

PODCAST 07: You CAN Align Marketing and Sales (Here’s How This CMO Did It)

Sales Hacker

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. How to align Sales, Customer Success, Marketing, and Demand Gen. How to scale marketing channels and how to allocate marketing budget productively. 3) Managing Customer Success as a marketing leader [3:25].

Frank Cespedes: How to Build and Manage Your Multi-Channel Marketing

Cience

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. So how should car manufacturers and dealers answer the question, should we be online or in-person, interacting via the web or through salespeople, in our go-to-market efforts? Here, inbound marketing and inside sales organizations are paramount.

Gratitude Is a Two Way Street in Business and Life

Increase Sales

The reason for this question is because of some recent interactions with a local health care facility and its staff. Words could not express my personal gratitude for the care a loved one received. My sense was my action was not typical of other customers to this health care facility. Social media provides both a marketing channel and incredible opportunities to express one’s gratitude.

Here’s What You Should Know Before You Look for A Medical Malpractice Lawyer

Pipeliner

To build a strong motive, you have to prove: The health care provider breached a basic rule of care. This breach of care led to an injury of higher proportions to the plaintiff. It is also possible your health conditions may be in bad shape. Marketing

The Wealthy and Everyone Else

Grant Cardone

In one month twenty-six million people in the USA lost their jobs and even more had their pay reduced…the stock market lost trillions in valuation, people worldwide are concerned about their finances and their health…and thirty two million businesses in America had their revenues either stopped or interrupted. While money won’t buy you happiness, it’s the only thing that pays the rent, health care, toilet paper, mask, food and the like.

The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – September

Crunchbase

While the beginning of the pandemic left us with market and funding slowdowns, companies with digital-first solutions like Conversica and Papaya Global have capitalized on the “remote-first” lifestyle. Industry: Artificial Intelligence, Energy, Health Care.

Onboarding In Sales: Training + Leadership

Sales and Marketing Management

In order to ensure salespeople are equipped for success, leaders need to facilitate alignment not just within sales but across marketing, customer success, professional services, and renewals, so their participation in training is essential.

The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – May

Crunchbase

The five startups that caught my eye in May include a few interesting players in the mental health, security and SOC-as-a-service spaces, and a new socially conscious fintech platform. . Industry: Health Care, Health Diagnostics, Personal Health, Wellness. Mindstrong Health develops comprehensive care pathways based on passively collected, continuous and objective measures of cognitive function and mood.