Allego

APRIL 7, 2022

With 92% of B2B buyers preferring virtual sales interactions, virtual selling is no longer considered a passing trend. This has increased demand in Allego’s sales enablement platform , as demonstrated by new customer wins, including Blatchford, Berry Global, and Endologix LLC.

Company 62

Company Customer Infusion Retail 62

Showpad

FEBRUARY 14, 2020

As of May 2020, regulations governing medical devices as part of the European Union’s Medical Device Directive (MDD) and Active Implantable Medical Device Directive (AIMDD) will be replaced by the Medical Devices Regulation (MDR). Assuming Compliance isn’t Mandatory. Misinterpreting Timelines.

Face-to-face 52

Face-to-face Government Relationals Buyer 52

Allego

DECEMBER 13, 2022

In this episode, ResMed’s Senior Learning Strategist Emily Mason discusses the beauty of being a disruptor, the value of “throwing weird things out in the marketplace,” and how to make sales training hyper-personalized. Emily Mason is a senior learning strategist specializing in sales training at ResMed. From This Episode.

Training 117

Training Pharmaceuticals Face-to-face Google 117

Allego

JANUARY 25, 2022

Terry Coutsolioutsos leads the marketing, sales operations, and communications function at Siemens Healthineers North America , a $5 billion North American enterprise. He has 25 years of medical device experience across multiple market segments. Terry Coutsolioutsos. From This Episode. About The Adapter’s Advantage.

Lead Rank 118

Lead Rank Lead Scoring Buyer Google 118

Sales and Marketing Management

MAY 19, 2019

Instead, successful organizations are adopting artificial intelligence as part of their sales enablement strategy to better identify and replicate what content works for top performers. According to research from SiriusDecisions , on average, sales reps use more than 17 pieces of content to enable the selling process.

Buyer 235

Buyer B2B Guarantee Data 235

Jeffrey Gitomer

APRIL 22, 2013

Here are some specific examples of before and after the sale “value ideas.” Sharing industry best practices. Medical devices to doctors and teaching bedside manner. Teaching clerks how to close sales when a customer comes in to buy using your coupon or voucher. Think about these and then create your own!

Loyalty 225

Loyalty Video Customer Service Training 225

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. Since many traditional vendors also have such poor data accuracy, there is still much to be desired.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Partners in Excellence

JULY 11, 2022

We work with DevOps companies, Medical Device companies, Professional Services, SaaS, Industrial Products, Technology, Financial Services, Basic Materials, even Not For Profits. the primary Medical Devices I use are an occasional box of Band Aids, sometimes a wrap if I sprained something.

Ideal Customer Profile 69

Ideal Customer Profile Licensing Cancellation Up-Sell 69

Hubspot Sales

NOVEMBER 7, 2017

How to become a medical sales rep. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry. You’re likely already aware of the high earning potential of medical sales.

Biotechnology 91

Biotechnology Salary How To Compensation 91

Allego

DECEMBER 13, 2023

The event industry was shaky for a while, but the entire world has realized once again the important role of community and face-to-face engagement with others. In 2024, we’ll see plenty of top-notch conferences for professionals in all industries, especially sales enablement. (You can tell them I said so.) See you out there!

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

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. Clinical Knowledge – anatomy, technical knowledge about devices, studies supporting your devices.

Health Care 105

Health Care Knowledge Base Government Training 105

Sales Training Connection

OCTOBER 2, 2013

Transformation changes affecting medical sales. Historically, once a new medical device was launched, add-on innovations were introduced over time that increased the cost. A second trend is new medical technologies relates to the continuum of care. How do these transformational changes impact sales?

Health Care 110

Health Care Strategy Trends Face-to-face 110

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

Highspot

JANUARY 27, 2022

27, 2022 /PRNewswire/ – Highspot , the sales enablement platform that increases the performance of sales teams, today announced soaring customer adoption as organizations worldwide turn to sales enablement to drive revenue. Enterprise deployments: Highspot now has more than 40 customers with 5,000 sales reps each.

Sales Enablement 96

Sales Enablement Customer Enterprise Enterprise 96

Bigtincan

JANUARY 26, 2022

In this article we’ll take a look at how assisted, virtual, mixed, extended, and augmented reality solutions serve different industries to help you narrow down which technology can make the most impact on your organization. The virtual sensory information is overlaid onto the real environment to enhance it.

Retail 52

Retail Face-to-face Objections Automotive 52

Sales Training Connection

MARCH 27, 2014

While the MedTech industry is positioned to grow in the coming years, all is not rosy. Shifting decision-makers, rising number of new influencers, pricing pressures, increasing consolidation, and consumerizing healthcare will require MedTech salespeople to redefine their sales strategies to continue growing the business.

Pharmaceuticals 96

Pharmaceuticals Health Care Strategy Decision Maker 96

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Some Sales 2.0

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard. But the rapid shift to virtual selling has not been uniform.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Partners in Excellence

AUGUST 25, 2022

We invest millions in “Benchmarking,” comparing what we do to those in similar industries and markets. It’s amazing, if we start talking to our peers in very different industries, sectors, or markets; we can learn a lot about what is commonplace to them, but which , when adapted and tweaked, can be new and novel to us.

Industry 73

Industry Consumer Up-Sell Media 73

SugarCRM

APRIL 12, 2022

The manufacturing industry makes no exception. As one of the essential transforming goods industries, it experienced severe disruption during the pandemic mainly because of the multiple supply chain challenges. Traveling sales agents were struggling to make updates on the go. What can Sugar do to make things happen?

How To 49

How To Travel CRM Data 49

SBI Growth

JANUARY 30, 2014

The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. If you are in an industry where social selling has high applicability, peddle faster. If you don’t modify your core sales model, your competitors will beat you. We track 19 industries.

Social Selling 120

Social Selling Industry Lead Rank Pharmaceuticals 120

No More Cold Calling

AUGUST 9, 2012

Not every industry lends itself to social networking. He has carried a bag, been a sales executive, and actually provides tips we can use. I never considered the active LinkedIn industries that mapped to my Ideal Client. I never considered the active LinkedIn industries that mapped to my Ideal Client. That makes sense.

Social Selling 261

Social Selling Ideal Customer Profile Industry LinkedIn 261

Sales Training Connection

OCTOBER 29, 2012

Personal credibility and sales success. Over the years we’ve surveyed hundreds of potential buyers across industries in the B2B market space. One of the questions we ask is: What are the characteristics of the most successful sales reps who call on you? The medical device market isn’t alone.

Hiring 108

Hiring Vendor Training Survey 108

Sales and Marketing Management

FEBRUARY 18, 2019

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. In the B2B world, your sales force is actually your loyalty program. They are a valuable source of industry information, such as key trends and best practices.

Loyalty 290

Loyalty Banking Airlines Discount 290

Sales Training Connection

FEBRUARY 24, 2014

Medtech sales. ” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. This reduction will drive the need for substantial cost reduction initiatives for everything that hospitals purchase including medical technology.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

Sales Training Connection

APRIL 2, 2014

Transformation changes affecting medical sales. If you are a Medtech company, a piece of the puzzle for being among the winners is making the investment in your sales team commensurate with the need for change and the opportunity to benefit. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Key Account Managers (KAMs) in Medical Device Sales .

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Partners in Excellence

OCTOBER 5, 2021

If my various inboxes are any indicator, the majority of sales and marketing people do no targeting other than, “Do we have an email? We don’t buy industrial machinery. We aren’t a healthcare company and don’t buy medical devices/pharmaceutical products. A phone number? A LinkedIn ID?

Ideal Customer Profile 101

Ideal Customer Profile Customer Pharmaceuticals Microsoft 101

Distribution Pricing Journal

AUGUST 23, 2023

In many industries, products are fairly commoditized and similar. The examples of value-added services in this article are from a variety of industries. They aren’t meant to be a specific playbook to follow because our readers come from a variety of industries and backgrounds. Services help justify price levels.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

Allego

MAY 31, 2019

According to a McKinsey report on drug launches , more than half of new medical devices and nearly two-thirds of new drugs fail to hit their sales targets. If you find those statistics surprising, you’re probably not a veteran of these industries. The Price of Inadequate Training.

Face-to-face 69

Face-to-face Pharmaceuticals Banking Distribution 69

Bigtincan

JANUARY 29, 2019

I love meeting with marketers in the Life Sciences industry. Whether it is with an executive at a Blue Chip Pharma, a Medical Device Market Leader, or a smaller but highly competitive lab company, they take a pragmatic approach to their craft and have a clear understanding of the challenges in the current sales and […].

Industry 52

Industry Data Competition Meeting 52

Mindtickle

FEBRUARY 26, 2019

Partners to showcase solution for Sales Readiness at 12th Annual Medical Device & Diagnostic Sales Training and Development event. Our customers will be able to impact sales results with relatively minimal resources and amazing speed of execution.”. We are thrilled to announce our partnership with Mindtickle.

Industry 52

Industry Hiring Coaching Sales Methodology 52

Nutshell

JUNE 20, 2023

Two of the main types of CRMs are industry-specific and general-purpose CRMs. This type of CRM will be equipped to meet the unique needs of businesses in the tech industry. A general-purpose CRM works equally well for companies across all different industries. Well, it comes down to industry-specific preferences.

CRM 62

CRM Hiring Industry Benefit 62

Hubspot Sales

OCTOBER 5, 2021

Sales development representatives and gatekeepers. If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. But experienced sales reps know that gatekeepers don't have to be a roadblock in your sales process.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

Alice Heiman

MAY 5, 2022

. “It’s a little bit differentiated in this industry, so I think it helps us because they feel the love.” ” During this episode of Sales Talk for CEOs, you’ll learn about Barb’s journey, including moving from public to private, finding investors, and trying to understand sales.

Channels 69

Channels LinkedIn Positioning System 69

Bigtincan

JUNE 20, 2018

June 25th and 26th at the Omni Parker House in Boston, we’ll be spending time with the best and brightest marketing, sales, and training leaders in the Medical Device and Diagnostics industry. The 2018 MedForce conference is in our back yard this year! Of course, […].

Conference 52

Conference Course Industry Training 52

Mindtickle

FEBRUARY 26, 2019

Partners to showcase solution for Sales Readiness at 12th Annual Medical Device & Diagnostic Sales Training and Development event. Our customers will be able to impact sales results with relatively minimal resources and amazing speed of execution.”. We are thrilled to announce our partnership with MindTickle.

Industry 53

Industry Hiring Coaching Sales Methodology 53