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. 2012 Sales Horizons, LLC.

Medical sales – ask for commitments if you want to win

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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. Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call.

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Medical device sales success – an urgent need to do something different – An STC Classic

Sales Training Connection

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

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

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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.

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. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps.

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.

Medical Sales – Blog Round-up – Summer 2013

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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.

Medical sales – blog round up – Winter 2012

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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. 2012 Sales Horizons, LLC.

Medical sales – Blog Round-up – Fall 2012

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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.

Drive sales innovation by bottom up entrepreneurialism

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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. One way to drive sales creativity and innovation is from the top down.

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. And, we also agree that we as a sales function will not prosper unless we adjust and adapt to these changes.

Medical Sales – Blog Round-up – Fall 2013

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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.

Seven fundamentals for selling to physicians

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Medical device sales. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. Patient care is still the first priority. So, the more physicians a sales rep can develop a relationship with – the more likely they will be successful.

Medical sales – there is no back to the future

Sales Training Connection

MedTech Sales. Today’s medical sales industry is a case in point. To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act. Selling in the medical sales space is not business as usual! 2015 Sales Momentum, LLC.

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.

Team selling – more prevalent, more important and as difficult as ever

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In major accounts there are a number of different strategic situations where a team sale is preferred. The growth in team selling comes not only from customer demands but also from the increased complexity of the sale, as well as, customers using teams. 2014 Sales Momentum ®.

Boost sales by understanding healthcare economics

Sales Training Connection

MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics.

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. Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers.

Medical Sales – Blog Round-up – Summer 2014

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Medical Sales. If you missed some of our medical sales and medical device blog posts, here’s a chance to look at some of our most popular posts – in the Medical Sales – Blog Round-up. The 4 blogs are: Medical sales – grabbing physician attention.

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Reinventing the sales conversation with the hospital c-suite

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One factor affecting the strategic paths hospitals choose is that all decisions including those relate to quality, patient care, and technology will be viewed through a financial lens. We’ve said this before – the best sales calls are conversations. 2014 Sales Momentum, LLC.

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

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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.

Sales performance – leveraging the potential of disruptive trends

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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?

Pharma sales – it’s a different world

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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. 2013 Sales Momentum ® LLC.

MedTech clinical staff – invite them to the sales training party

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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.

Medical device sales – Investing in sales training 2.0

Sales Training Connection

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. What role does sales training play? 2011 Sales Horizons, LLC. Selling medical devices.

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 2012 Sales Horizons, LLC.

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.

Selling value in the medical device market – good is not good enough

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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. 2013 Sales Horizons, LLC.

Medical sales – blog round up – Summer 2012

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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.

MedTech sales – the declining advantage of superior technology

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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. Sales Process. All sales, to all buyers, will be viewed through an economic lens. .

Medical sales – blog round-up – Summer 2011

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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.

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?

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

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.

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. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. 2013 Sales Horizons, LLC. A Classic – ’63 Corvette.

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? 2012 Sales Horizons, LLC.

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.

Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

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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. 2014 Sales Momentum, LLC.

MedTech sales – financial impact of measuring patient satisfaction

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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.”.

Getting MedTech Sales Strategy Right – white paper now on Kindle and iTunes

Sales Training Connection

Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free). Prefer to read your white papers on your Kindle and iPad designed for those formats?

Medical sales – transformational changes demand sales strategy shifts

Sales Training Connection

Transformation changes affecting medical sales. 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. A second trend is new medical technologies relates to the continuum of care.