Sales Training Connection

OCTOBER 17, 2012

With healthcare reform, work-life balance issues, and the financial demands of setting up a practice, physicians are increasingly shifting from owning their own practice to being employed directly by hospitals. hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians.

Health Care 108

Health Care Hiring Journal Networking 108

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Selling with to hospitals. What are the implications for selling to physicians, nurses, and other clinical staff? What does this mean for medical sales reps selling to hospitals ?

Health Care 108

Health Care Customer Government Trends 108

Sales Training Connection

SEPTEMBER 7, 2012

Selling to physicians. Sales reps usually get excited when their company launches a new product. That’s the up side surrounding new product launches. 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. You need a Plan B.

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

MARCH 30, 2012

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 ?

Health Care 90

Health Care Training Up-Sell Sales 90

Sales Training Connection

OCTOBER 1, 2012

Selling with clinical data. 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. Selling with clinical data is becoming increasingly important.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

JULY 14, 2014

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. MedTech sales: when customers change – so must you.

Health Care 63

Health Care eBook Guarantee Negotiation 63

The Pipeline

JULY 22, 2013

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.” Seems some sales organizations are taking a page from other paraprofessional playbook, some effectively, others, maybe not.

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Sales Training Connection

APRIL 9, 2012

Selling to new physiciansLike many others, we've written about how physicians increasingly are becoming cost conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalists positions. ©2012 Sales Horizons, LLC.

Health Care 120

Health Care Face-to-face Training Resources 120

Sales Training Connection

JANUARY 8, 2013

Selling to physicians. 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. Do docs have time to see you?

Health Care 104

Health Care Pharmaceuticals Training Promotion 104

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. 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.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Crunchbase

JANUARY 27, 2021

Timing is everything when it comes to sales. What exactly is a ‘buying signal’ in sales? Any new opening for a sales opportunity is considered a buying signal (also referred to as a sales trigger event). Any new opening for a sales opportunity is considered a buying signal (also referred to as a sales trigger event).

Hiring 122

Hiring Lead Rank Lead Scoring Ideal Customer Profile 122

Sales Training Connection

JANUARY 6, 2012

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. In 2010, hospital mergers and acquisitions were valued at $3.8

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Score More Sales

FEBRUARY 11, 2013

Do you get cold calls, e-mails, tweets, and LinkedIn messages from people trying to sell you things? If you are an inside sales person, it is important to put yourself in the receiver’s shoes – the person who you are trying to connect to. You don’t change it up, or if you do, you don’t do it very well.

Inside Sales 216

Inside Sales Health Care Decision Maker Insurance 216

Sales Training Connection

FEBRUARY 20, 2013

Selling IT to Hospitals. 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. Here are three: Apply classic consultative selling best practices. Ten laws for successful sales teams.

Health Care 94

Health Care Consultative Selling Training Vendor 94

Sales Training Connection

NOVEMBER 7, 2011

Medical device sales people spend months learning about products, anatomy, and how to sell. Then after passing a battery of tests, becoming certified, and getting credentials (REPtrax or similar systems) up-to-date, it’s time to sell. A tall task for any medical device sales rep , a daunting one for new sales reps.

Health Care 90

Health Care Face-to-face Training Sales 90

Apptivo

JUNE 27, 2022

This will help them to keep up with the up-to-date client information. The healthcare industry can use this CRM to set up portals for the patients who need to create appointments and also paves a way for tracking those appointments. Top-most benefits of implementing a health care CRM.

Health Care 52

Health Care CRM NetSuite Pharmaceuticals 52

Hubspot Sales

MAY 4, 2020

Not only has personal social media usage been on the rise, but professional social media usage has become more prevalent as well — and the field of sales is no exception. With so many teams now focusing on inside sales, using strategies such as social selling to connect and win over customers are more important than ever.

Social Selling 115

Social Selling LinkedIn Lead Rank Lead Scoring 115

Sales Training Connection

MARCH 23, 2012

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.

Hiring 100

Hiring Health Care Training Vendor 100

Hubspot Sales

AUGUST 12, 2020

The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy.

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

A Sales Guy

OCTOBER 17, 2012

As read it I couldn’t help but think of it as sales gold. If you sell B2B, this is worth the read. As you read it be thinking about your sales world. Sales leaders, as you read it, what do you surmise You should be planning for 2013. How will it affect your sales planning?

Hiring 110

Hiring Health Care Scale Survey 110

Anthony Iannarino

MARCH 22, 2020

There is an ongoing conversation on the social channels as to whether one should continue selling through a crisis. Some suggest selling during times like this is to be tone-deaf, that it ignores the nature of our global emergency. This brings us to the point of how we might behave as salespeople and sales organizations.

eBook 130

eBook Health Care Government Call-back 130

Increase Sales

OCTOBER 29, 2015

In the ongoing quest to increase sales, many professional salespeople continue to make this sales mistake when upselling: They upsell before they have earned the first sale! When working with a ideal potential customer, the goal is to earn the first sale by gaining a commitment to the solution desired by the potential customer.

Insurance 70

Insurance Insurance Referrals Health Care 70

Score More Sales

JANUARY 28, 2014

You have so many apps and programs in sales, and more data than you could ever consume. Many data firms are madly scrambling with new ideas, but it’s IBM who is stepping up with a billion dollar new division focused on Watson. Buyers similar to your customers who the sales team should be talking with. That’s Billion with a B.

Data 208

Data Health Care Retail Lead Rank 208

Crunchbase

AUGUST 5, 2022

In this edition of The Lead List, we’ll look at some of the up-and-coming companies from various industries, including meat alternatives, insurance, neobanking and gaming, and give you all the information you need to sell to them in August. As the company continues to rapidly grow, Meati Foods could be your next big deal.

Lead Rank 88

Lead Rank Lead Scoring Sales Qualified Lead Company 88

Sales Training Connection

SEPTEMBER 28, 2011

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. . Providing the answer for the customer – Leveraging knowledge and insights is a hallmark of consultative selling.

Health Care 97

Health Care Training Sales Consultative Selling 97

Emissary

AUGUST 15, 2021

Healthcare has been a rapidly changing industry for at least a decade, and its transformation has implications not just for technology, but for technology sales as well. Mike’s advice is that you can’t do enough research or understand the domain that you’re selling into enough because it changes so frequently.

Enterprise 52

Enterprise Enterprise Health Care Nonprofit 52

Nutshell

JULY 24, 2019

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.

Hiring 120

Hiring Real Estate Trends Retail 120

Sales Training Connection

AUGUST 31, 2011

Selling to Hospitals. . Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. . 10 roles internal champions might take on when a sales person isn’t there : . ©2011 Sales Horizons, LLC. Be your advocate.

Health Care 71

Health Care Analysis Training Trends 71

Sales Training Connection

JUNE 3, 2013

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. Selling medical devices requires being business savvy.

Health Care 108

Health Care Marketing Insurance Insurance 108

Sales Training Connection

MAY 30, 2012

Medical device sales. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. On the other hand, there are some basic best practices for selling in the medical device market that have been and will continue to be important. ©2012 Sales Horizons, LLC.

Health Care 113

Health Care Decision Maker Cold Calling Training 113

InsideSales.com

APRIL 15, 2020

The COVID-19 pandemic has considerably affected the way we work, and sales during coronavirus will be impacted. The characteristics and nature of sales personnel make them very adaptable and reactive to the environment. So how can they change their sales approach during coronavirus? Ideas to Adapt Your Sales Team Methods.

Face-to-face 52

Face-to-face Policies Health Care Follow-up 52

Anthony Iannarino

APRIL 26, 2020

No one is certain what will happen when we start opening up for business, but everyone wants to avoid repeating these last few months. I wrote 20,000 of the 65,000 words that make up my third book, Eat Their Lunch , sitting in a window seat between Minnesota and San Diego, between Columbus and Phoenix, and a handful of other flights.

Call-back 118

Call-back Face-to-face Health Care Energy 118

Sales and Marketing Management

AUGUST 20, 2020

They ended up leaving their cities (one lived in Boston) for a five-bedroom restored bed-and-breakfast in Westbrook, Connecticut. “We These workers were willing to shell out $2,400 apiece to create a pop-up office for one month. Anxiety is bubbling up. I only want you to have me available to open up to?—?to

Journal 136

Journal Education Lead Rank Lead Scoring 136

MarketJoy

JULY 13, 2020

While it may be arduous to drive revenue right now, you can still sell amid the COVID-19 and expect it to pay off as things slowly but surely return to normal. These important insights can then be funneled up to team leaders to help gauge and better understand COVID-19’s impact on the overall business. LISTEN TO YOUR CUSTOMERS.

Lead Rank 72

Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

Crunchbase

MAY 6, 2022

Hot tip for salespeople : In contrast to unicorns, which get all the attention, emerging unicorns may not be as inundated with sales pitches. In addition, we’ll walk you through how to use Crunchbase’s sales prospecting software to connect with decision-makers at these companies and close deals, all in one platform.

Lead Rank 105

Lead Rank Lead Scoring Company Sales Qualified Lead 105

Sales Training Connection

JANUARY 27, 2014

Team Selling. Team selling continues to be on the rise. As the CEB authors noted: “On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. Why is this team selling collaborative approach emerging to the forefront today? This requires a team – a single sales person cannot do it alone.

Health Care 106

Health Care Pivotal Trends Training 106

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

Examples 78

Examples Compensation Incentives Incentive 78