Medical sales training – something different vs. more of the same

Sales Training Connection

Medical sales training. Hospitals will need to explore ways to reduce costs and to improve patient care. The question can and should be explored from a number of perspectives, here let’s just drill down and examine what it means for designing 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. Medical sales.

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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.

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

Sales Training Connection

How do you train KAMs? . Sales training for KAMs is not just more of the same. So, let’s explore the next step – Sales Training 2.0. Business, clinical, technology, and legislative trends in the health care industry. A Classic – ’63 Corvette.

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. .

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. Selling IT to Hospitals.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. They are after all first and foremost technical staff by training and experience. All that is why when MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience.

Medical Sales – Blog Round-up – Winter 2014

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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 – blog round up – Winter 2012

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

Medical Sales – Blog Round-up – Summer 2013

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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 – 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.

Seven fundamentals for selling to physicians

Sales Training Connection

Patient care is still the first priority. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical device sales.

Hospital sales – business-as-usual will be business lost to competitors

Sales Training Connection

The authors reported: “A growing number of hospitals are using their patients’ health and financial records to help pitch their most lucrative services, such as cancer, heart and orthopedic care. Heretofore our major investment in sales force training has been with new hires.

Medical Sales – Blog Round-up – Fall 2013

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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.

Drive sales innovation by bottom up entrepreneurialism

Sales Training Connection

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. Technorati Tags: medical sales , sales best practices , sales strategy , sales training , selling value.

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.

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? Selling medical devices.

Medical sales – there is no back to the future

Sales Training Connection

To appreciate the scope of the change let’s travel back in time and stop a few years before Affordable Care Act. Initiatives to contain costs will continue to be center stage and mergers among all the various business players, including health care suppliers, will continue.

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

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If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: sales best practices , sales training , team selling. Team selling.

Four hospital-physician issues impacting medical sales in 2013

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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. Selling with to hospitals and physicians - 2013 trends.

Boost sales by understanding healthcare economics

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Technorati Tags: biotech sales , biotech sales training , medical capital equipment sales , medical sales , medtech sales , medtech sales training , orthopedic sales training , pharma sales. MedTech sales.

Medical Sales – Blog Round-up – Summer 2014

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Pharma – new challenge, new sales strategy, new sales training. If you find the Medical Sales – Blog Round-up helpful, why not subscribe to the Sales Training Connection ? . Medical Sales.

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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. Medical sales.

Reinventing the sales conversation with the hospital c-suite

Sales Training Connection

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. Selling to the Hospital c-Suite. Hospitals are undergoing unprecedented changes.

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. In addition, hospitals are hiring hospitalists – a physician who specializes in the care of hospitalized patients.

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medical device sales. Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative.

Pharma sales – it’s a different world

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According to Dr. Robert Steinbrook at the Yale School of Medicine, “There are many more doctors-in-training over the last five to ten years who have trained in environments with less drug-industry involvement than comparable students might have had a decade earlier.”. Pharma sales.

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

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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 – 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. Click here.

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 – the declining advantage of superior technology

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As the future unfolds, the Affordable Care Act and other social and economic changes will significantly reduce hospital reimbursements. The ability to navigate more complex and diverse organizations such as large IDNs and alternative care models. Medtech sales.

Medical sales – blog round-up – Summer 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.

Medical sales – grabbing physician attention – An STC Classic

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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. A Classic – ’63 Corvette.

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.

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.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

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. MedTech sales.

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

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And to learn more about our MedTech sales training programs, click here. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. While the MedTech industry is positioned to grow in the coming years, all is not rosy.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

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.”. MedTech sales.

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

Sales Training Connection

Technorati Tags: biotech sales , healthcare sales , medical device sales , medtech sales , pharma sales , sales training. Prefer to read your white papers on your Kindle and iPad designed for those formats?

Medical sales – transformational changes demand sales strategy shifts

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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. Everyone involved is weighting healthcare options more carefully – seeking value at a lower cost.