Medical sales – tailoring sales to physician preferences – An STC Classic

Sales Training Connection

So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. Understand why the physician is using the current medical product – personal financial gain, comfort level, relationship with sales rep, opportunities with vendor for practice building. Today’s medical sales looks very different than 10 years ago – and medical sales reps must move beyond relying just on relationship selling and face a new set of medical sales challenges.

Medical device sales – tips to leverage the power of storytelling – An STC Classic

Sales Training Connection

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. But what about something specific for medical device sales ? Dr. Gurley answers this question by sharing several tips medical device sales reps might embrace when storytelling.

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Medical sales value imperative – help physicians decrease risk

Sales Training Connection

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. If in the discussion the medical sales reps leaves it up to the physician to connect the dotes between their solution and risk reduction, sometimes physicians will make the connection – sometimes they won’t. What they are looking for are sales reps who can solve a problem. 2012 Sales Horizons, LLC.

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. According to Tim, this Book of Knowledge had “chapters” on clinical information, industry information, competitive information and sales skills that medical device sales reps would need to succeed. 2013 Sales Horizons, LLC. Book of Knowledge.

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. Medical sales reps will have to be able to have the “financial” talk, too. 2012 Sales Horizons, LLC.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number of patients in their practices. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”.

Selling medical devices that are evolutionary not revolutionary

Sales Training Connection

What does this mean for the sales force? Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. In some cases, the medical device sales rep will be making this economic case on their own. In others, the company will initiate a coordinated effort to leverage the entire portfolio across product lines (often through corporate sales directors) and enter into discussions with hospital administrators.

Medical sales – selling new technologies to physicians

Sales Training Connection

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? Some other blog posts on medical sales you might find interesting are: Selling medical devices that are evolutionary not revolutionary. 2012 Sales Horizons, LLC.

Medical Sales – Blog Round-up – Winter 2013

Sales Training Connection

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.

Medical device sales – selling with clinical data

Sales Training Connection

So, today’s medical device sales reps must become skilled in selling with clinical data. Unfortunately too many medical device sales reps do not optimize the use of clinical data during their interactions with medical staff. Rather, medical device sales reps should leverage research done by a third party through attribution, such as: NIH reported … or Drs. Medical device sales reps can no longer simple say, “my product is the best” or “Dr.

Medical sales – blog round up – Summer 2012

Sales Training Connection

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 Summer 2012 – in the Medical Sales – Blog Round-up. Click here.

Medical sales – blog round-up – Fall 2011

Sales Training Connection

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. Click here to take a read … If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? 2011 Sales Horizons, LLC.

Medical device sales – the sales process is changing

Sales Training Connection

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. Given this picture, what are the implications for medical device sales people ? . It also means a lot of the decision making is going on when the sales rep isn’t there.

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

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.

Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

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 2013 – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training.

Medical sales – grabbing physician attention

Sales Training Connection

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. Medical specialists often combat falling fees by doing more procedures; primary-care doctors get paid by the office visit, so all they could do is cram more appointments into a day and increase their panel size—the number of patients in their practices. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. Selling to physicians.

Selling to experienced vs. new physicians – it’s not just more of the same

Sales Training Connection

Yet others, in a recent Bain study , 80% of the 500 physicians interviewed reported they felt it was their responsibility to help reduce the total cost of care delivered to their patients, while maintaining quality. At a minimum they will be entering the healthcare market with a different set of expectations around healthcare availability and a different point of view about their relationships with medical sales companies than their more senior peers. 2012 Sales Horizons, LLC.

Medical sales: tailoring sales to physician preferences – A Sales Tip

Sales Training Connection

Sales Tip. So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. Understand why the physician is using the current medical product – personal financial gain, comfort level, relationship with sales rep, opportunities with vendor for practice building. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 2012 Sales Horizons, LLC.

Medical device sales – tips to leverage the power of storytelling

Sales Training Connection

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. But what about something specific for medical device sales ? Dr. Gurley answers this question by sharing several tips medical device sales reps might embrace when storytelling.

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? Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call. That is not how to win in a competitive sale.

Medical Sales – Blog Round-up – Winter 2014

Sales Training Connection

Medical Sales. If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at some of our most popular posts – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , medtech sales , pharma sales training.

Sales performance – addressing accelerated clockspeed

Sales Training Connection

Medical sales. 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.” Implications for Sales. From a sales force perspective an accelerated clockspeed means simply doing a better job doing what you are doing will not carry the day.

Medical sales – blog round up – Winter 2012

Sales Training Connection

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 2012 – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? 2012 Sales Horizons, LLC.

Sales performance – leveraging the potential of disruptive trends

Sales Training Connection

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? 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. 2012 Sales Horizons, LLC.

Medical Sales – Blog Round-up – Summer 2013

Sales Training Connection

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 2013 – in the Medical Sales – Blog Round-up. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , healthcare sales training , medical device sales training , pharma sales training.

Four hospital-physician issues impacting medical sales in 2013

Sales Training Connection

As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. One key to a successful 2013 is crafting effective account sales strategies … and a linchpin of a successful sales strategy is an understanding of the customers and the issues they fac e. Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers.

Medical sales – impact of hospital mergers and acquisitions on sales strategy

Sales Training Connection

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. Even before the health care reforms passed, there were good reasons to consolidate. Consolidation will likely continue to be a major trend in the health care industry. 2012 Sales Horizons, LLC.

Selling to hospital information technology departments

Sales Training Connection

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. If the first call goes badly; you will unlikely get second chance and your sale could be doomed. After the initial sales calls, it’s likely that subsequent calls will drill down on your capabilities. Rather, it begins with carefully pre-planning and rehearsing the sales call.

Attention medical sales reps – a new job opportunity

Sales Training Connection

Medical sales - a new opportunity. Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. Most of these posts are based on our experience conducting sales training with medical device companies and sharing what experts are saying about the medical sales industry. The other day we stumbled upon an intriguing headline in the Money Section of USA Today – Hospitals hire sales reps to woo doctors.

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. Adding traditional sales skills training also is important, but insufficient for sales success. New medical device sales people need something more from sales training. What challenging situations should be built into new hire sales training?

Medical device sales – physician behavior will be changing

Sales Training Connection

Medical devices sales. In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. The conclusion was summarized into one sentence: Rapidly shifting attitudes among physicians on critical issues such as managing costs, drug, and device usage, and standardized care are transforming health care business models. . Physicians are increasingly aware and concerned about health care costs.

Physicians look into the future at their relationship with medical device companies

Sales Training Connection

If you found this post helpful, you might want to subscribe to our blog, the Sales Training Connection. 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. Their responses were insightful … and certainly generalizable to other medical device markets.

Training new medical device sales reps – getting it right

Sales Training Connection

Sales Training for New Medical Device Sales Reps. If you hadn’t yet had a chance, check out our article in the Winter 2012 issue of FOCUS Magazine – published by SPBT – Training new medical device sales reps – getting it right. Here’s a preview … 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.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

Medtech sales. ” 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. As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements.

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

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. . Unfortunately, the sales person usually is intent on asking the pre-planned questions and regardless of what happens during the call, those questions are asked! Medical device sales – asking questions. 2011 Sales Horizons™, LLC.

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. . Some Sales 2.0

Emerging trends in medical device sales – podcast

Sales Training Connection

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? In this interview with Dr. Richard Ruff, co-founder of Sales Horizons , we learn more about current medical device sales trends and what it takes to become a dominant medical device player in today’s economic environment.

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. Not only must medical device sales people display clinical proficiency, they also must add value to the surgeons, hospital staff, and practice staff – all the while focusing on improving patient outcomes. 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.

Medical device sales – translating clinical value into economic value

Sales Training Connection

To stay competitive, medical device companies – and their sales forces – must keep these changes in mind as they look to 2012. The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria.

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 Sales Executive Council , for example, reported a four-fold difference in top-line territory growth of sales reps under “star sales managers” (top 10%) compared to sales reps under weak sales managers (bottom 10%). It should not be the only strategy and it is one that should be carefully managed.