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 Winter 2013 – in the Medical Sales – Blog Round-up. Click here. MORE
Pharmaceutical Sales Training. Blog Home < Asking Probing Questions will help Pharmaceut… Sales & Management Tips. Asking Probing Questions will help Pharmaceutical and Medical Device Reps engage Physicians. Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. MORE
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. MORE
Hospitals are going through a period of transformation change. On the clinical side, they’re changing what they buy, how they buy, and what they are willing to pay for it. Selling to hospitals. And on the business side, hospitals are making significant and innovative changes, too. MORE
Executive Coaching Pharmaceutical Sales Management Coaching Sales Managers Uncategorized sales leadership sales management coaching sales success steven rosenOnce upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. MORE
Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions. . MORE
Change Management Leadership Pharmaceutical Sales Management Coaching Uncategorized sales impact sales management sales management trainingThis year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do? MORE
Medtech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth. However as a recent report by the Boston Consulting Group (BCG) notes the strategy for generating those outcomes is no longer sustainable. MORE
The Pharmaceutical Industry has undergone enormous cha nge. Just stirring it up, Pharmaceutical Sales Managers Uncategorized business acumen pharmaceutical Sales ManagerThe number of sales reps has declined significantly over the last 4 years. MORE
A Classic – ’63 Corvette. 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. MORE
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. MORE
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training medical device sales medical sales medtech sales pharma sales MedTech sales. MORE
Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. MORE
On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. Pharma sales. MORE
Transformation changes affecting medical sales. In times of transformational market change there are new winners and losers. MORE
A Classic - '63 Corvette. Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. MORE
Let us say we have a pharmaceutical salesman selling to medical centers in a large urban area. There are probably thousands of sales trends, approaches, tips and tricks out there–just go to Amazon or any bookstore and look through the titles. Additionally there are hundreds or thousands of technological tools for sales –lead programs, CRM, sales enablement, contact management solutions and many more. MORE
Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Just like any common pharmaceutical sales compensation plan, sales forces are compensated for educating their territory of physicians and gaining market share through filled and re-filled prescriptions. MORE
Steven Rosen, MBA is a top sales management consultant whose clients have included Fortune 100’s (including Novartis Pharmaceutical and Alcon), medium size businesses (including Red Rock Breweries) and select smaller businesses and charities for whom he helped grow the bottom line. MORE
I think it had something to do with my work in new product development in the pharmaceutical industry. I developed a blended customer retention strategy at some point during my career. I’m not sure just when my perspective changed. MORE
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. MORE
Examples include medical devices and pharmaceuticals. The reason for modest growth is medical devices, and pharmaceuticals, have persistent buyer behaviors. The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries. MORE
While the MedTech industry is positioned to grow in the coming years, all is not rosy. MORE
MedTech clinical staff + sales training. MedTech clinical staff spend the majority of their time on client sites – whether at a hospital, standalone medical center, or physician practice – they provide support and education to both clinical and administrative staff. But why stop there? MORE
I was speaking with a neuroscientist a few months back who told me her pharmaceutical firm had begun research on new ways to deliver medication 20-30 years from now. I’ve believed in assessments for many years. They are a required component of my hiring process. MORE
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training biotech sales healthcare sales medical device sales medical sales medtech sales pharma sales sales training MORE
With just over two years in market, we already work with 6 of the top 10 pharmaceutical companies and are seeing strong interest in other industries, such as financial services and technology. Welcome to our biweekly blog feature. MORE
MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria. MORE
A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past. MORE
The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. Sales Middle Managers. MORE
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. MORE
While certainly an ancient technique, the documented history of word of mouth (WOM) marketing dates to “teleconferenced peer influence groups” in the 1970s in which physicians talked in organized group discussions about pharmaceuticals they found in their practice to be effective. MORE
In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians. Selling with to hospitals. MORE
Pharmaceutical Sales Training. Blog Home < Announcing Free Pharmaceutical Sales Training… Sales & Management Tips. Announcing Free Pharmaceutical Sales Training & Medical Device Sales Training. Patrick Connor and I are gearing up for an upcoming FREE web workshop dealing with physicians thinking styles in relation to pharmaceutical and medical device sales training. More Free Stuff | Email Us | Get Started Now! MORE
Selling to physicians. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past. MORE
Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. 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. . MORE
I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals. MORE
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? MORE
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Uncategorized biotech sales healthcare sales medical device sales medical sales medtech sales pharma sales sales training MORE
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. MORE
Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. Now, we did have initial conversations with a number of pharmaceutical companies. There is no reason why pharmaceutical reps cannot successfully make the transition. MORE
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales biotech sales healthcare sales medical device sales medtech sales pharma sales sales training MORE
Between 1995 and 2013, the top five pharmaceutical companies shed more than 55 percent of their salespeople in the U.S. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. MORE
Pharmaceuticals Related Topics 
OpenSymmetry
JULY 20, 2016
Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue.
OpenSymmetry
JULY 20, 2016
Sales in the pharmaceutical industry has been a rigid and consistent business. However, a recent article from the Harvard Business Review suggests the stagnant methods of pharmaceutical sales rep compensation may be the root cause of an even bigger public health issue. Just like any common pharmaceutical sales compensation plan, sales forces are compensated for educating their territory of physicians and gaining market share through filled and re-filled prescriptions.
Sales Training Connection
JULY 28, 2014
MedTech sales. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.
Sales Training Connection
AUGUST 27, 2014
A Classic – ’63 Corvette. 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.
Sales Training Connection
JULY 8, 2013
On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. Pharma sales.
Sales Training Connection
MARCH 27, 2014
While the MedTech industry is positioned to grow in the coming years, all is not rosy.
Sales Training Connection
JANUARY 27, 2012
Well, with that hint about consultative selling, you probably got the right answer – pharmaceuticals. Now, we did have initial conversations with a number of pharmaceutical companies. There is no reason why pharmaceutical reps cannot successfully make the transition.
Sales Training Connection
JUNE 6, 2014
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Sales Training biotech sales healthcare sales medical device sales medical sales medtech sales pharma sales sales training
Sales Training Connection
NOVEMBER 14, 2012
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.
Sales Training Connection
FEBRUARY 19, 2014
A Classic – ’63 Corvette. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past.
Sales Training Connection
FEBRUARY 29, 2012
Hospitals are going through a period of transformation change. On the clinical side, they’re changing what they buy, how they buy, and what they are willing to pay for it. Selling to hospitals. And on the business side, hospitals are making significant and innovative changes, too.
Sales Training Connection
SEPTEMBER 17, 2014
MedTech clinical staff + sales training. MedTech clinical staff spend the majority of their time on client sites – whether at a hospital, standalone medical center, or physician practice – they provide support and education to both clinical and administrative staff. But why stop there?
Pipeliner
MAY 15, 2015
I recently uncovered some compelling data in a series of conversations I had with decision makers representing several industries, including: insurance services, publishing, hospitality, communications, manufacturing, hardware supplies, a post-secondary institution, and pharmaceuticals.
Sales Training Connection
APRIL 30, 2014
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales Pharmaceutical Sales Training Uncategorized biotech sales healthcare sales medical device sales medical sales medtech sales pharma sales sales training
Sales Training Connection
FEBRUARY 24, 2014
Medtech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth. However as a recent report by the Boston Consulting Group (BCG) notes the strategy for generating those outcomes is no longer sustainable.
Sales Training Connection
JUNE 17, 2014
Health Care Sales Training Medical Device Sales Training Medical Sales Training Pharma Sales Pharma Sales Training Pharmaceutical Sales biotech sales healthcare sales medical device sales medtech sales pharma sales sales training
Sales Training Connection
AUGUST 16, 2011
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.
Sales Training Connection
FEBRUARY 3, 2012
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?
Sales Training Connection
APRIL 2, 2014
Transformation changes affecting medical sales. In times of transformational market change there are new winners and losers.
Steven Rosen
DECEMBER 15, 2011
Executive Coaching Pharmaceutical Sales Management Coaching Sales Managers Uncategorized sales leadership sales management coaching sales success steven rosenOnce upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive.
Sales Training Connection
APRIL 1, 2013
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 Winter 2013 – in the Medical Sales – Blog Round-up. Click here.
Steven Rosen
OCTOBER 22, 2011
Change Management Leadership Pharmaceutical Sales Management Coaching Uncategorized sales impact sales management sales management trainingThis year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do?
Paul Cherry's Top Sales Techniques
OCTOBER 25, 2010
Pharmaceutical Sales Training. Blog Home < Announcing Free Pharmaceutical Sales Training… Sales & Management Tips. Announcing Free Pharmaceutical Sales Training & Medical Device Sales Training. Patrick Connor and I are gearing up for an upcoming FREE web workshop dealing with physicians thinking styles in relation to pharmaceutical and medical device sales training. More Free Stuff | Email Us | Get Started Now!
Sales Training Connection
AUGUST 16, 2013
A Classic - '63 Corvette. Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener.
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.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions. .
Sales Training Connection
JANUARY 8, 2013
Selling to physicians. Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. The problem is greater today than in the past.
Paul Cherry's Top Sales Techniques
DECEMBER 15, 2010
Pharmaceutical Sales Training. Blog Home < Asking Probing Questions will help Pharmaceut… Sales & Management Tips. Asking Probing Questions will help Pharmaceutical and Medical Device Reps engage Physicians. Pharmaceutical, biotech, and medical device senior executives, regional directors, district managers, and corporate training professionals. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443.
Sales Benchmark Index
JANUARY 30, 2014
Examples include medical devices and pharmaceuticals. The reason for modest growth is medical devices, and pharmaceuticals, have persistent buyer behaviors. The potential impact of Social Selling varies greatly by industry. Social Selling will be highly disruptive to some industries.
Pipeliner
JANUARY 31, 2017
Let us say we have a pharmaceutical salesman selling to medical centers in a large urban area. There are probably thousands of sales trends, approaches, tips and tricks out there–just go to Amazon or any bookstore and look through the titles. Additionally there are hundreds or thousands of technological tools for sales –lead programs, CRM, sales enablement, contact management solutions and many more.
No More Cold Calling
OCTOBER 13, 2016
Between 1995 and 2013, the top five pharmaceutical companies shed more than 55 percent of their salespeople in the U.S. Buyer 2.0 needs us more than ever. Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post.
Sales Training Connection
OCTOBER 6, 2014
The results are part of Insigniam’s 2014 Middle Management Survey, which is based on responses from 200 managers in Global 1000 companies from several industries, including healthcare, pharmaceuticals, chemicals, energy, manufacturing, and biotech. Sales Middle Managers.
Sales Training Connection
APRIL 14, 2013
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.
Pipeliner
MAY 27, 2017
While certainly an ancient technique, the documented history of word of mouth (WOM) marketing dates to “teleconferenced peer influence groups” in the 1970s in which physicians talked in organized group discussions about pharmaceuticals they found in their practice to be effective.
Steven Rosen
OCTOBER 14, 2014
Steven Rosen, MBA is a top sales management consultant whose clients have included Fortune 100’s (including Novartis Pharmaceutical and Alcon), medium size businesses (including Red Rock Breweries) and select smaller businesses and charities for whom he helped grow the bottom line.
Babette Ten Haken
JUNE 7, 2017
I think it had something to do with my work in new product development in the pharmaceutical industry. I developed a blended customer retention strategy at some point during my career. I’m not sure just when my perspective changed.
Steven Rosen
MARCH 4, 2011
The Pharmaceutical Industry has undergone enormous cha nge. Just stirring it up, Pharmaceutical Sales Managers Uncategorized business acumen pharmaceutical Sales ManagerThe number of sales reps has declined significantly over the last 4 years.
Sales Training Connection
DECEMBER 10, 2012
In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians. Selling with to hospitals.
Smart Selling Tools
JUNE 4, 2014
With just over two years in market, we already work with 6 of the top 10 pharmaceutical companies and are seeing strong interest in other industries, such as financial services and technology. Welcome to our biweekly blog feature.
Sales Training Connection
AUGUST 31, 2011
Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. 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. .
Dave Stein's Blog
AUGUST 27, 2015
I was speaking with a neuroscientist a few months back who told me her pharmaceutical firm had begun research on new ways to deliver medication 20-30 years from now. I’ve believed in assessments for many years. They are a required component of my hiring process.
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