Sales Training Connection

FEBRUARY 5, 2014

Drive sales innovation. 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. Senior managers expect salespeople to have a good handle on their needs and interests before sales calls.

Health Care 112

Health Care Lead Rank Infusion Decision Maker 112

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. 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. Some Sales 2.0

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

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

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

Sales Training Connection

AUGUST 6, 2012

Medical sales. Storytelling and sales – 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. Keep it positive.

Health Care 111

Health Care Training Relationals Positioning 111

Sales Training Connection

SEPTEMBER 7, 2012

Sales reps usually get excited when their company launches a new product. 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. How can medical sales reps sell new products to this larger population of physicians?

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

SEPTEMBER 12, 2011

Medical device sales. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S. 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.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

APRIL 9, 2012

Selling to new physiciansLike many others, we've written about how physicians increasingly are becoming cost conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalists positions. ©2012 Sales Horizons, LLC.

Health Care 120

Health Care Face-to-face Training Resources 120

Sales Training Connection

MARCH 27, 2014

While the MedTech industry is positioned to grow in the coming years, all is not rosy. 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.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

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

Mindtickle

FEBRUARY 3, 2021

If there is one thing we at MindTickle have learned in our ceaseless pursuit to create a world-class Sales Readiness platform, it is the value of a strong partner ecosystem. The sales methodologies, strategies, and processes are created with the healthcare industry’s nuances in mind. Alliances matter in staffing and recruiting.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

Sales Training Connection

JANUARY 6, 2012

Medical sales. 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. Improve negotiating positions with vendors and insurance companies.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Sales Training Connection

FEBRUARY 22, 2012

Sales Performance. If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. So, what can a VP of Sales do to meet the challenges produced by these disruptive trends and take advantage of the growth opportunities they generate? Augment the sales team with market specialists.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Gaining a more accurate, granular view of the submarkets within each category can help ensure correct lead routing, territory planning, messaging, and positioning. Search the NAICS Code Directory What are NAICS Codes?

Transportation 100

Transportation Chemicals Automotive Marketing 100

Apptivo

JUNE 27, 2022

The health care CRM can be integrated with other marketing tools in order to send regular emails, or send messages without having to dial the patients manually. The health care CRM is a repository of patient information: The more you learn and know about your patients, the better you can serve them.

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

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? So, this is Sales Training 2.0. . Changes in U.S.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

FEBRUARY 20, 2013

Because of the transformational changes in the buying environment selling to hospitals is a much-discussed topic – including in our blog the Sales Training Connection. The CIO is a senior level position hence a CIO call requires a rigorous level of preparation. Ten laws for successful sales teams. ©2013 Sales Horizons, LLC. .

Health Care 94

Health Care Consultative Selling Training Vendor 94

Anne Miller

NOVEMBER 13, 2020

You may recall Congress and the public were concerned that a conservative Chief Justice would use his position to color his decisions. She used an analogy (an extended metaphor) to explain a legal concept not likely known to the lay public and then a metaphor to clearly position herself as her own woman. Chief Justice Roberts.

Health Care 83

Health Care Positioning Vendor Competition 83

Hubspot Sales

AUGUST 12, 2020

And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. What is inbound sales?

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

Score More Sales

JANUARY 28, 2014

You have so many apps and programs in sales, and more data than you could ever consume. This is the Watson techno brain popularized by Jeopardy fame – IBM’s massive computer think-tank that is now positioned to help solve really big issues in medicine, health care, and also in business. That’s Billion with a B.

Data 208

Data Health Care Retail Lead Rank 208

Appbuddy

AUGUST 10, 2021

Rafael Viana set the scene with Validity’s latest email analytics, showing global email volumes are already setting new records as we approach this year’s peak sales season. The Covid-19 pandemic has seen communications with health care professionals (HCP) become more business-critical than ever.

Webinar Metrics 52

Webinar Metrics Health Care Segment Analysis 52

Hubspot Sales

MAY 4, 2020

Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.

Social Selling 115

Social Selling LinkedIn Lead Rank Lead Scoring 115

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

A Sales Guy

OCTOBER 17, 2012

As read it I couldn’t help but think of it as sales gold. As you read it be thinking about your sales world. Sales leaders, as you read it, what do you surmise You should be planning for 2013. Sales leaders, as you read it, what do you surmise You should be planning for 2013. About the Survey.

Hiring 110

Hiring Health Care Scale Survey 110

Emissary

AUGUST 15, 2021

We recently interviewed Mike, a former CTO with over 16 years of experience in the Fortune 500 healthcare space to take a vertical approach and dive into health tech enterprises. . Think through: how do I position my solution? How am I positioning this, that I’m making this easy to buy? A: Absolutely.

Enterprise 52

Enterprise Enterprise Health Care Nonprofit 52

Crunchbase

JANUARY 11, 2021

Don’t be fooled by the holiday distractions and the sweet goodbye to 2020 – the companies that raised funding late last year are in a prime position for growth in early 2021 and should be on your radar. Industry: Health Care, Artificial Intelligence, Analytics. HQ: New York, NY. Lead Investor: T. Rowe Price.

Health Care 103

Health Care Banking Hiring Licensing 103

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 : . Position you with hospital administration and buying committees. Be your advocate.

Health Care 71

Health Care Analysis Training Trends 71

Sales Training Connection

JUNE 3, 2013

Medical device sales. Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale and moving to selling value. Last, value is positional and situational. ©2013 Sales Horizons, LLC.

Health Care 108

Health Care Marketing Insurance Insurance 108

Increase Sales

OCTOBER 29, 2015

In the ongoing quest to increase sales, many professional salespeople continue to make this sales mistake when upselling: They upsell before they have earned the first sale! When working with a ideal potential customer, the goal is to earn the first sale by gaining a commitment to the solution desired by the potential customer.

Insurance 70

Insurance Insurance Referrals Health Care 70

Mindtickle

FEBRUARY 3, 2021

If there is one thing we at Mindtickle have learned in our ceaseless pursuit to create a world-class Sales Readiness platform, it is the value of a strong partner ecosystem. The sales methodologies, strategies, and processes are created with the healthcare industry’s nuances in mind. Alliances matter in staffing and recruiting.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Anthony Iannarino

MARCH 22, 2020

This brings us to the point of how we might behave as salespeople and sales organizations. If you believe that selling is something that you do to someone, for your benefit, and at their expense, you are holding on to a belief about sales that hasn’t been true for a very long time. Learn how to sell without a sales manager.

eBook 130

eBook Health Care Government Call-back 130

Anthony Iannarino

APRIL 26, 2020

While health care workers and scientists fight a war on one front, working to address the virus and the damage it continues to dole out, we have to do battle on the other front, the economic front, working to limit the damage incurred from our shutting off a large part of the economy. Sales Call Planner Guide. Download Now.

Call-back 118

Call-back Face-to-face Health Care Energy 118

Increase Sales

SEPTEMBER 27, 2012

This key note speaker had already spoken the previous week at two different locations for this not for profit health care related association. He was wondering if I could fill in on short notice and speak to the topic of generating sales leads through online marketing. How difficult is “ your word is your bond?”

Cancellation 164

Cancellation Health Care Churn Call-back 164

InsideSales.com

APRIL 15, 2020

The COVID-19 pandemic has considerably affected the way we work, and sales during coronavirus will be impacted. The characteristics and nature of sales personnel make them very adaptable and reactive to the environment. So how can they change their sales approach during coronavirus? Ideas to Adapt Your Sales Team Methods.

Face-to-face 52

Face-to-face Policies Health Care Follow-up 52

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. Choose a specialization. biotechnology.

Biotechnology 91

Biotechnology Salary How To Compensation 91

Nutshell

JULY 24, 2019

When you can’t figure out why your sales have surged in one month and plummeted in another, it’s easy to shrug your shoulders and mark it up to “seasonality.”. Seasonality refers to fluctuations in your sales revenue that are caused by external factors and occur on a predictable schedule around the same time(s) every year.

Hiring 120

Hiring Real Estate Trends Retail 120

SugarCRM

JULY 26, 2021

So, what would separate an average and a good and sustainable aged care? The list is not exhaustive but certainly can put any aged care provider at the pole position to achieve sustainable care for consumers. . Consumer-Centric Care . There are many factors to account for, and here are our 4C’s.

Health Care 45

Health Care Consumer Channels Face-to-face 45