article thumbnail

Medical device sales – the sales process is changing

Sales Training Connection

However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Given this picture, what are the implications for medical device sales people ? . Health care reforms in the U.S. ©2011 Sales Horizons, LLC.

article thumbnail

MedTech sales – the declining advantage of superior technology

Sales Training Connection

.” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. Let’s explore that recommendation starting by examining the nature of the shift in the buying process and then exploring some suggested changes for the sales process.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Onboarding In Sales: Training + Leadership

Sales and Marketing Management

Regular touchpoints, like weekly product and enablement sessions, keep the conversation between leadership and sales going. Reinforcing the sales process, methodology, and best practices should occur one conversation at a time. Connect with Mat on LinkedIn.

Hiring 234
article thumbnail

Medical sales – ask for commitments if you want to win

Sales Training Connection

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.

article thumbnail

Medical sales – transformational changes demand sales strategy shifts

Sales Training Connection

However, due to the trends in the health care industry more providers and patients are no longer demanding the latest and “greatest” a/k/a most expensive. How do these transformational changes impact sales? Historically, once a new medical device was launched, add-on innovations were introduced over time that increased the cost.

article thumbnail

“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 Process Tibor Shanto'

Hiring 267
article thumbnail

Pipeliner CRM: “Open to Close”

Pipeliner

Pipeliner Focus Pipeliner CRM is developed for sales managers and salespeople in teams of 20 or more, that engage in a B2B consultative sales process. Pipeliner encompasses a company’s sales process. A sales process begins with something (“open”), and then leads to a close.