Medical device sales – the book of knowledge is expanding

Sales Training Connection

When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. He talked about a Book of Knowledge that sales reps needed to learn. A major challenge for the sales reps was to keep up with that Book of Knowledge.

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

Sales Training Connection

Medical device sales and sales managers. The cornerstone for making the adjustment will be the front-line sales manager. The same report showed the sales difference between the top 25% and bottom 25% of sales managers was a stunning 80%.

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Training New Medical Device Sales Reps – Getting it Right

Sales Training Connection

Training new medical device sales rep. When designing a training curriculum for new medical device sales people , clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. New medical device sales people need something more from sales training.

Medical device sales – seven ways new sales reps can build sales success

Sales Training Connection

Medical device sales people spend months learning about products, anatomy, and how to sell. A tall task for any medical device sales rep , a daunting one for new sales reps. So what can a sales person do? 2011 Sales Horizons, LLC.

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

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. We will join the meeting in the middle of a presentation being given by Jerry one of the regional managers.

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

Sales Training Connection

Medical sales training. Hospitals will need to explore ways to reduce costs and to improve patient care. If your customers are making changes, then the case is made that it’s no longer business-as-usual for your sales team. Building transformational sales training.

#SalesChats Ep. 45: Sales Metrics that Matter in 2018 with Jason Jordan


Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? Which sales metrics matter in 2018 and how can the right ones be identified effectively?

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


I’ve worked my way up the sales ladder by keeping a pulse on up-and-coming startups – always looking out for the latest funding rounds and companies with impressive growth signals. Industry: Health Care, Medical. Lead Investor: Health Velocity Capital.

2 Ways to Understand Your Buyer’s Needs: Why Insurance Agents Should Understand Demand & Non-Demand Sales Cycles

Hyper-Connected Selling

(If this article resonates for the challenges you have in your agency, be sure to check into the Small Business Sales Manager Coaching Program ). As they’ve added additional products and services to their mix, their sales processes have become jumbled and muddled.

Should You Stop Selling During This Crisis?

Anthony Iannarino

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.

eBook 108

Did President Obama Do More Damage to the Image of Salespeople?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), On another occasion, Obama's campaign manager called Romney a felon. Sales Manager: "What happened?".

“Parasales” Reps – Sales eXchange 209

The Pipeline

One example would be a paramedic “a person who is trained to assist a physician or to give first aid or other health care in the absence of a physician, often as part of a police, rescue, or firefighting squad.” Sales 2.0 Sales Process Tibor Shanto

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. 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.

A sales story – the emerging importance of positive deviants

Sales Training Connection

Sales reps. Health care is a good case in point. You need to adjust and adapt your sales strategy and the skills of your sales team. In a transformational market future success is about sales innovation. 2012 Sales Horizons, LLC.

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

Sales Training Connection

Sales Simulations. 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. What does this all means for sales leadership?

How Twilio nailed a billion-dollar niche by walking in its customers' shoes

Listen carefully and you can discover surprising ways customers use your product or service, (un)conscious reasons they resist buying, and internal keywords and key phrases useful for sales and marketing copy. You have to interview a VP or a Director of Sales or Sales Operations.

What does ‘seasonality’ really mean in sales?


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. We asked eight sales professionals what “seasonality” means in their business, and how they manage the ups and downs.

MBO Examples to Kickstart Your Sales Team Engagement


Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. And, they can have a big impact on sales team engagement and motivation. Setting Goals That Drive Sales Engagement.

Why You Can't Motivate Workers | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. ” This advice bolsters a growing, albeit not fully accepted, belief among managers that money may not the best motivator of workers. In fact, more money has never been the prime motivator of workers but most managers still don’t want to accept it. sales.

Selling in the new normal marketplace

Sales Training Connection

New Normal in Sales. 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. 2012 Sales Horizons, LLC.

Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

HeavyHitter Sales

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Sales Career Advice. Sales Tips.

The Sales Association: Welcome to The Sales Association

The Sales Association

Sharing best practices in sales and sales management Welcome to The Sales Association. Membership Demographics Our members are experienced: 53% - 11+ years in the sales profession 47% - Director, Vice President or CEO 42% - Sr. of members would recommend The Sales Association to their friends and nearly 70% already have! The opportunity to meet strategic thinkers and leaders in the sales industry." Sales Jobs.

The Sales Association: Insatiably Curious

The Sales Association

Sharing best practices in sales and sales management The most important part of the sales process is the questioning phase, so you either have to be curious or act like you are. Youll also want to be sure youre prepared to ask questions when you go on a sales call. Before you go on a sales call, you should stop and ask yourself, "What information do I need to gather today in order to consider this a successful meeting?