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Onboarding In Sales: Training + Leadership

Sales and Marketing Management

The challenge that lies within, however, is how to best bring new hires up to speed fast for effective selling. . There are three main ways to power up an onboarding program so that it becomes about training tactics as well as overarching leadership of the revenue team. Leaders, Take Part! Connect with Mat on LinkedIn.

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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. A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. The problem is greater today than in the past. ©2013 Sales Horizons, LLC.

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Medical device sales – the book of knowledge is expanding

Sales Training Connection

A major challenge for the sales reps was to keep up with that Book of Knowledge. Sales Skills – how to constantly adapt and adjust your selling to the changes in the buyer’s environment. Our major observation over the ten years is – everyone needs to get in the game in order for medical sales reps to stay up-to-date.

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The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – September

Crunchbase

In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Happy selling. Industry: Artificial Intelligence, Energy, Health Care. We’ve been waiting for you. Source: Crunchbase data.

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MedTech sales – the declining advantage of superior technology

Sales Training Connection

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. Elite selling. A greater capability to sell at the senior executive level.

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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. In markets like this one, the higher up in the organization, the truer this proposition. Think about it! What a resource for innovation.

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Selling to experienced vs. new physicians – it’s not just more of the same

Sales Training Connection

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. Physicians will find themselves faced with finite healthcare resources.