Sales Training Connection

AUGUST 16, 2013

Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. Those tips work with all B2B sales. ©2012 Sales Horizons, LLC. Make it personal.

Health Care 110

Health Care Pharmaceuticals Training Relationals 110

Sales Training Connection

DECEMBER 19, 2012

Medical sales. So, when physicians interact with medical sales reps they are looking for people with products that can help them manage the risks they must face every day. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps. ©2012 Sales Horizons, LLC.

Health Care 105

Health Care Pharmaceuticals Face-to-face Training 105

Sales Training Connection

MARCH 27, 2014

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. Having a superior sales force is a key to sustaining a competitive advantage in MedTech accounts.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

APRIL 25, 2014

MedTech sales. 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. ©2014 Sales Horizons, LLC.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

JANUARY 8, 2013

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Sales Training Connection

AUGUST 27, 2014

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. Sales training for KAMs is not just more of the same.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JUNE 6, 2014

MedTech sales. According to a recent Gallup study – “To build and maintain patient loyalty and engagement in an era when consumers can shop around for the best value, healthcare organizations must not only provide quality care but also surpass patient expectations.”. What does all this mean for MedTech sales? .

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Sales Training Connection

JULY 8, 2013

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. There are a number of reasons why these companies are reducing the size of their sales forces. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

APRIL 30, 2014

MedTech Sales. The Affordable Care Act and other social and economic trends are transforming the healthcare landscape. Interested in MedTech sales? Download our new whitepaper – Getting MedTech Sales Strategy Right. Download our new whitepaper – Getting MedTech Sales Strategy Right.

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

Sales Training Connection

MARCH 19, 2013

Medical sales - getting a commitment. Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. How often have we been in a sales call where the physician nods in agreement and we leave the call thinking it’s been successful? ©2013 Sales Horizons, LLC.

Health Care 97

Health Care Pharmaceuticals Proposal Training 97

Sales Training Connection

JANUARY 27, 2012

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. sales force by 24%. Sales strategy.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Sales Training Connection

APRIL 2, 2014

Transformation changes affecting medical sales. 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. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Along with other modern B2B data, NAICS codes can provide a fine level of granularity that’s useful when prioritizing and routing accounts across a sales organization, developing personalized, relevant messaging, and many other applications.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Sales Training Connection

SEPTEMBER 17, 2014

MedTech clinical staff + sales training. Because of the transformation changes in the healthcare buying environment, many MedTech companies either already have or are now seriously considering leveraging the clinical support staff to participate more actively in the sales effort. But why stop there?

Training 80

Training Health Care Pharmaceuticals Face-to-face 80

Sales Training Connection

APRIL 1, 2013

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2013 – in the Medical Sales – Blog Round-up. Click here.

Health Care 93

Health Care Training Sales Pharmaceuticals 93

Sales Training Connection

NOVEMBER 14, 2012

Medical Sales Round Up. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Fall 2012 – in the Medical Sales – Blog Round-up. Click here.

Health Care 93

Health Care Training Sales Pharmaceuticals 93

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Measuring customer satisfaction is another trend that hasn’t been written about as much in the medical sales world , but strikes us as one with implications for selling to physicians and other hospital medical staff.

Health Care 108

Health Care Customer Government Trends 108

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

Examples 78

Examples Compensation Incentives Incentive 78

Sales Training Connection

FEBRUARY 3, 2012

Why are hospitals hiring medical device sales reps? Better yet, why are medical device sales reps pursuing new careers with hospitals and what are the future implications of this interesting trend?

Trends 72

Trends Health Care Hiring Training 72

Hubspot Sales

FEBRUARY 8, 2018

As a sales professional, you’re sending emails all day, every day. For instance, if your recipient’s LinkedIn profile says they love sailing, your subject line might read “Fellow sailing enthusiast // question about Company X” or “This is naut(ical) your typical sales email.” What if you’re below average and have room to improve?

Industry 138

Industry Real Estate Outsourcing Services Biotechnology 138

Sales Training Connection

AUGUST 16, 2011

Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Summer 2011 – in the Medical Sales – Blog Round Up. ©2011 Sales Horizons, LLC.

Health Care 57

Health Care Training Sales Pharmaceuticals 57

Sales Training Connection

SEPTEMBER 28, 2011

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” Most sales people talk too much, listen too little and don’t ask enough questions. . Assuming the answer – Sales people have been known to assume the answer to a question based on experiences with other customers.

Health Care 97

Health Care Training Sales Consultative Selling 97

Sales Training Connection

AUGUST 31, 2011

Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. . 10 roles internal champions might take on when a sales person isn’t there : . ©2011 Sales Horizons, LLC. One thing is certain. So … here’s a starter checklist … .

Health Care 71

Health Care Analysis Training Trends 71

Hubspot Sales

NOVEMBER 7, 2017

How to become a medical sales rep. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. You’re likely already aware of the high earning potential of medical sales. pharmaceuticals. biotechnology.

Biotechnology 91

Biotechnology Salary How To Compensation 91

Sales Training Connection

FEBRUARY 29, 2012

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. So for those of us interested in sales what do we need to do in order to be responsive to these changes so we can continue to be successful? Collaboration.

Health Care 72

Health Care Hiring Direct Mail Licensing 72

Zoominfo

OCTOBER 2, 2019

Our business profiles are a valuable source of sales intelligence and contain information on 20 million organizations. Johnson & Johnson is a comprehensive and broadly based manufacturer and provider of health care products and related services for consumer, pharmaceutical, medical devices, and diagnostics markets.

Company 100

Company Ideal Customer Profile Lead Rank Lead Scoring 100

Bigtincan

DECEMBER 22, 2021

Additionally, Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan as part of their efforts to stay compliant with various regulations including: GDPR. For example, if a sales rep searches “December sales 1.0”

Enterprise 59

Enterprise Enterprise System Exact 59

Bigtincan

DECEMBER 8, 2021

Sales teams use Highspot primarily for three reasons: sales enablement, sales coaching , and content management. Highspot has been around for nine years and has many loyal customers, but there are also many Highspot competitors in the sales enablement space. This article was written for them. Mindtickle. On SharePoint.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59