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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic - '63 Corvette. There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician’s view of the ideal experience.

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

Sales Training Connection

If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic - '63 Corvette. Sales and storytelling – a powerful combination!

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Medical sales value imperative – help physicians decrease risk

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical sales. Physicians are in risk management business – trying to avoid risk or at least manage it. 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.

Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer.

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. Sales training certainly can address some of these issues through formal sales training programs. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Selling medical devices that are evolutionary not revolutionary

Sales Training Connection

From a sales perspective the focus has shifted to incorporate not only therapeutic advances but also factors related to driving down the total cost of care for the patient and for the hospital. For example, medical device sales reps must now be able to show a physician or hospital how using a specific device can cut time in the operating room in half while maintaining excellent customer care. Selling medical devices.

Medical Sales – Blog Round-up – Winter 2013

Sales Training Connection

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training. Medical Sales Round Up.

Medical sales – selling new technologies to physicians

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling to physicians. Sales reps usually get excited when their company launches a new product. And when the product is a new technology that is significantly different from others on the market, the level can be particularly high. That’s the up side surrounding new product launches.

Medical device sales – selling with clinical data

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling with clinical data. 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.

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. 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 sales – blog round up – Summer 2012

Sales Training Connection

Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , healthcare sales training , medical , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs. Medical Sales Round Up.

Medical sales – blog round-up – Fall 2011

Sales Training Connection

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

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training.

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. New medical device sales people need something more from sales training.

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. Because of the transformation changes in the medical sales market space many are recommending that new physicians need something else to enable them to participate as informed cities in the health care systems in which they work.

Medical sales – grabbing physician attention

Sales Training Connection

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. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling to physicians. Do docs have time to see you? Unfortunately “No” is often the answer.

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. Health care reforms in the U.S. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . Medical device sales. The global medical devices industry, while large, is very competitive.

Medical Sales – Blog Round-up – Fall 2013

Sales Training Connection

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. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized health care sales training healthcare sales training medical device sales training pharma sales training

Medical device sales – tips to leverage the power of storytelling

Sales Training Connection

If you want someone to care about making sustained behavior change, you have to individualize the story. It allows medical device sales reps to translate their sales message from solely a clinical product pitch to a positive patient experience with health outcomes. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical sales. Storytelling and sales – a powerful combination!

Medical sales – ask for commitments if you want to win

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the 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. Unfortunately, it’s also a critical one. 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? But, you quickly learn otherwise.

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Sales Tip. There is no one way physicians prefer to interact with a medical company. Many factors influence the physician’s view of the ideal experience.

Medical sales – blog round up – Winter 2012

Sales Training Connection

If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the 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. Click here to take a read …. 2012 Sales Horizons, LLC.

Medical Sales – Blog Round-up – Winter 2014

Sales Training Connection

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. 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.

Sales performance – addressing accelerated clockspeed

Sales Training Connection

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.” If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical sales. Clockspeed is a term used by Charles H.

Sales performance – leveraging the potential of disruptive trends

Sales Training Connection

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. First to understand the nature of the challenges, let’s profile some of the significant changes that are occurring in the health care market and then highlight some strategies to deal with these types of changes regardless of the market. Sales Performance.

Medical Sales – Blog Round-up – Summer 2013

Sales Training Connection

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. Health Care Sales Training Medical Device Sales Training Pharma Sales Training Uncategorized 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

Payers also are consolidating with other health care plans – increasingly seeking to own and operate providers. Accountable care organizations (ACOs) are on the rise, with hospitals leading in ACO development. Other posts on medical sales training you might find helpful are: Medical sales – a new sales environment as more physicians become hospital employees. Selling with to hospitals and physicians - 2013 trends.

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. Rather, it begins with carefully pre-planning and rehearsing the sales call. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling IT to Hospitals.

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

Sales Training Connection

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. Medical sales.

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.

Attention medical sales reps – a new job opportunity

Sales Training Connection

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. For example, Tenet Health Care, the nation’s third largest for-profit hospital chain has 152 sales reps at its 49 hospitals and HCA, the nation’s largest chain, has 150 sales people.

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? If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Click here if you want to learn more about medical device sales training. . . Selling medical devices.

Medical device sales – physician behavior will be changing

Sales Training Connection

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. Medical devices sales.

Emerging trends in medical device sales – podcast

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs , sales training , sales training articles , sales training best practices , sales training blogs.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. Specifically, regarding, the medical technology market, the BCG report emphasizes – “MedTech companies, like all health-care operators, will be assessed on their ability to deliver value to patients and providers, rather than just superior technology. Medtech sales.

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. . Changes in U.S.

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

If you found this post interesting, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , health care sales training articles , medical device sales training , medical devices sales training , medical sales training , medical sales training blogs , sales best practices , sales call execution , sales skills , sales training articles , sales training blogs.

Medical device sales – translating clinical value into economic value

Sales Training Connection

The second question is do these changes impact sales training – again the answer is yes. Sales training needs to provide sales people with learning experiences that will help them use that data effectively. This means medical device sales people need to be trained on what economic value means to all of the players in the new decision process. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

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

Sales Training Connection

Yet, applying what was learned in training – in a physician’s office, a lab, or in the OR – is the challenge. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . 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.