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. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. 2013 Sales Horizons, LLC. A Classic – ’63 Corvette.

Pharma – new challenge, new sales strategy, new sales training

Sales Training Connection

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market.

Announcing Free Pharmaceutical Sales Training & Medical Device.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

Medical sales – grabbing physician attention

Sales Training Connection

This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the medical space. It’s no wonder sales people often hear from docs, “I’m too busy to talk right now.”. 2013 Sales Horizons, LLC. Selling to physicians.

Medical sales value imperative – help physicians decrease risk

Sales Training Connection

Medical sales. 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. After all, physicians aren’t looking to be sold to – which is why they’re great at fending off medical sales reps.

MedTech clinical staff – invite them to the sales training party

Sales Training Connection

MedTech clinical staff + sales training. Because of the transformation changes in the healthcare buying environment, many MedTech companies either already have or are now seriously considering leveraging the clinical support staff to participate more actively in the sales effort.

Medical Sales – Blog Round-up – Winter 2013

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 Winter 2013 – in the Medical Sales – Blog Round-up.

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

Sales Training Connection

So, the challenge for medical sales reps is to figure out the right “buying” experience for every physician. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 2012 Sales Horizons, LLC.

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.

Medical sales – ask for commitments if you want to win

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. Research shows that in complex sales, the seller needs to “close” for a commitment from the buyer on every call.

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

Sales Training Connection

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. 2014 Sales Momentum, LLC.

Asking Probing Questions will help Pharmaceutical and Medical.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

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. Sales Process. All sales, to all buyers, will be viewed through an economic lens. .

5th issue impacting medical sales in 2013 – customer satisfaction

Sales Training Connection

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

MedTech sales. What does all this mean for MedTech sales? . It will introduce new call points into the sales cycle – with different concerns, new objections and a different perspective on the balance between clinical and economic value. 2014 Sales Momentum, LLC.

Pharma sales – it’s a different world

Sales Training Connection

Pharma sales. Pharma sales reps in the U.S. If you observed the world of Pharma sales in a rear view mirror, growth was the name of the game. Today, Pharma sales forces are being downsized. 2013 Sales Momentum ® LLC.

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 – understanding healthcare value propositions is a new key to success

Sales Training Connection

MedTech Sales. Interested in MedTech sales? Download our new whitepaper – Getting MedTech Sales Strategy Right. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 2014 Sales Momentum LLC.

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

Sales Training Connection

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. Some Sales 2.0

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

Sales Training Connection

Now you can – Getting MedTech Sales Strategy Right – is available on those formats. To access the Getting MedTech Sales Strategy Right – download here: iTunes (iBook) (free). Prefer to read your white papers on your Kindle and iPad designed for those formats?

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

Sales Training Connection

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. Those tips work with all B2B sales.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

MedTech sales. But what are some of the new specific skill sets that will define the superior sales team? Take a look at our new free white paper – Getting MedTech Sales Strategy Right – download here. 2014 Sales Horizons, LLC.

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” Most sales people talk too much, listen too little and don’t ask enough questions. . Medical device sales – asking questions. 2011 Sales Horizons™, LLC.

Medical sales – blog round-up – Summer 2011

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. 2011 Sales Horizons, LLC.

Sales training myopia of tech start-ups

Sales Training Connection

Sales Training and Start-ups. However, since we are in the sales training business we were particularly interested in what was being said about creating innovative sales training and developing a superior sales team.

The Hidden ROI of Sales Training

Allego

Second in a series of posts about the ROI of sales training. We need to close the gap between the tremendous value sales training teams deliver, and the persistent perception that sales training sucks. Better sales performance is the main goal.

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

Sales Training Connection

For example, hospitals are continuing pursuing mergers and acquisitions , purchasing physician practices and hiring sales people to call on physicians to increase referral rates. And, we also agree that we as a sales function will not prosper unless we adjust and adapt to these changes.

Selling to Hospitals – 10 roles for internal champions

Sales Training Connection

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. . 10 roles internal champions might take on when a sales person isn’t there : . 2011 Sales Horizons, LLC.

MedTech sales: when customers change – so must you

Sales Training Connection

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.

Pharma Sales Training: Identifying Buyer Motivations

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

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Can Pharma’s Woes be Tied to Poor Business Acumen?

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. The number of sales reps has declined significantly over the last 4 years. The days of adding sales forces are dead and companies are struggling to find ways to deliver value to their customers. Without training?

Overcoming “Failure to Impact” Syndrome

Steven Rosen

This 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? Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference?

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Get on the Podium in 2012

Steven Rosen

Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive. Sales managers still crave the opportunity to shine and be recognised in front of their peers.

Leadership Training: Answering Challenging Questions

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

The Global 2015 STAR Sales Manager Survey

The Pipeline

As we rush headlong in to the New Year, my next three posts will feature things sales leaders should be thinking about to drive success for their teams and their companies. STAR Results) , The Global 2015 STAR Sales Manager Survey. National Sales Managers/Directors.

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Sales Management Training Tip: 6 Ways to Encourage Accountability

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. Here is an abstract from that webcast interview session ( click here to access the recording ): #1 Issue – Inability for Sales to communicate value messaging?

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Healthcare Sales Training: Selling to the C-Suite Executive using.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

Sales Management Training: 10 Questions to Engage C-Level.

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.

What is the Best Interview Question?

Paul Cherry's Top Sales Techniques

Sales Training & Management Workshops | 302-478-4443. Our Training Approach. Corporate Sales Training. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. Sales Store. Distribution Sales Training.