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.
Sales Training Connection
MAY 1, 2013
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. Competitive Knowledge – how their devices work.
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Sales Training Connection
OCTOBER 1, 2012
Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device sales reps must become skilled in selling with clinical data. Not sharing study findings in a sequence that is easy for docs to process.
The Pipeline
MAY 3, 2018
I recently read about two groups, one from national health care provider, the other from a leading airline. When the study ended, each group still learned valuable and practical lessons they applied right away. For disruptive learning in sales, I like to look to music and sports; partly art, partly not.
Sales Training Connection
APRIL 25, 2014
MedTech sales. Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. But what are some of the new specific skill sets that will define the superior sales team? ©2014 Sales Horizons, LLC.
Sales Training Connection
APRIL 9, 2012
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. So, what does this can as medical sales reps begin to sell to the newly minted physician?
Sales Training Connection
NOVEMBER 28, 2012
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.
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