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. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.

Mobile Video Sales Certifications Open Doors for Pharmaceutical Companies [Case Study]

Allego

The Vice President of Sales at a global pharmaceutical company needed to certify the sales force on a new indication (read: usage) for one of the company’s drugs. On one hand, learning about the new indication wouldn’t require that much training. In the past, Gish would have simply resorted to using video conference software to hold a live training, but this method was cumbersome and offered no audit trail, which is critical for pharma companies. Chris Gish had a problem.

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Medical sales – grabbing physician attention – An STC Classic

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 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.

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. 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. Sales training.

Medical sales – grabbing physician attention

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 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.

Medical sales value imperative – help physicians decrease risk

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. 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.

Boost sales by understanding healthcare economics

Sales Training Connection

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. ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics.

Medical Sales – Blog Round-up – Winter 2013

Sales Training Connection

Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training blogs , medical devices sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training. Medical Sales Round Up.

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. This raises the question of how to engage the clinical staff in sales training ? Check out this our sales skills training.

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 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.

Medical sales – Blog Round-up – Fall 2012

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , healthcare sales training , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training articles , medical sales training blogs , sales best practices , sales training. Medical Sales Round Up.

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. Unfortunately, it’s also a critical one. How often have we been in a sales call where the physician nods in agreement and we leave the call thinking it’s been successful? But, you quickly learn otherwise.

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

Sales Training Connection

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. Technorati Tags: healthcare sales strategy , medical device sales strategy , medical device sales training , medical sales strategy , MedTech , medtech sales , medtech sales strategy , sales strategy.

MedTech sales – the declining advantage of superior technology

Sales Training Connection

These customers are often early adopters of innovation—and their experience and sophistication can significantly reduce the sales, training, and support effort required, rendering them less expensive to serve relative to their size. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Medtech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth.

5th issue impacting medical sales in 2013 – customer satisfaction

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: health care sales training , health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , pharma sales , pharma sales training.

MedTech sales – financial impact of measuring patient satisfaction

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Technorati Tags: biotech sales , healthcare sales , medical device sales , medical sales , medtech sales , pharma sales , sales training. MedTech sales. Today patients are better able to compare healthcare providers than ever before.

Pharma sales – it’s a different world

Sales Training Connection

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. This all means how Pharma sale reps are selected and trained will need to look strikingly different as the future unfolds. Pharma sales. Pharma sales reps in the U.S.

MedTech sales – understanding healthcare value propositions is a new key to success

Sales Training Connection

On the sales side of the table that means you have to be aware of the change, understand the business and financial consequences of new value proposition, and most importantly adapt your selling process accordingly – that means in most case sales training needs to be invited to the party. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. MedTech Sales.

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. Second, from an instructional design perspective , sales training for KAEs must be responsive to a target audience comprised of an experienced and talented group of sales people who have taken on a very difficult and demanding job assignment. A Classic – ’63 Corvette.

Emerging trends in medical device sales – podcast

Sales Training Connection

Technorati Tags: health care sales training articles , health care sales training blogs , medical device sales training , medical device sales training articles , medical device sales training blogs , medical devices sales training , medical sales training , medical sales training blogs , sales training , sales training articles , sales training best practices , sales training blogs.

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. 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 Prefer to read your white papers on your Kindle and iPad designed for those formats?

Compliance Training: How To Make Virtual Learning Engaging And Effective

Allego

Compliance training may be one of the least sexy parts of your job—and the most important. Investing in compliance training can save you time, money, and reputation. Compliance Training When You Can’t Meet In-Person. Training & Certification compliance

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

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 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.

MedTech sales – past success doesn’t guarantee future wins

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. 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.

Medical device sales – 8 questioning traps hindering sales success

Sales Training Connection

If you found this post interesting, why not subscribe to the Sales Training Connection ? . Technorati Tags: health care sales training , health care sales training articles , medical device sales training , medical devices sales training , medical sales training , medical sales training blogs , sales best practices , sales call execution , sales skills , sales training articles , sales training blogs.

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

Steven Rosen

The Pharmaceutical Industry has undergone enormous cha nge. Have you created training programs that help your sales managers strategically look at their business? The 2011 Canadian Pharmaceutical Sales Manager Survey found that 84% of respondents felt that business planning/acumen was an important responsibility of the sales manager and 67% agreed that their organization put a high level of importance on business planning. Without training?

Selling to Hospitals – 10 roles for internal champions

Sales Training Connection

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. . Technorati Tags: health care sales training , health care sales training blogs , healthcare sales training , hospital sales , medical device sales training , medical device sales training blogs , medical devices sales training , medical sales training blogs , sales best practices , sales training articles , sales training blogs , selling to hospitals.

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 ? Technorati Tags: health care sales training , health care sales training articles , medical device sales training , medical device sales training articles , medical devices sales training , medical sales training , medical sales training articles , sales best practices , sales training articles , sales training blogs.

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

Sales Training Connection

Obviously there are a number of pieces to the puzzle but let me start with some ideas in sales training that I think are worth considering: New Products. We need to put more emphasis on conducting product-specific sales skills training when we launch new products – let’s learn than launch vs. launch than learn. Heretofore our major investment in sales force training has been with new hires. She said – we should change how we purchase training from outside vendors.

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. Sales training was not on the radar screen. Now, there was attention to marketing plans and getting the sales reps smart about the product – but not to sales skill training. The trap is doing too little, too late in terms of sales training.

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. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.

MedTech sales: when customers change – so must you

Sales Training Connection

When hospitals change what they buy, how they buy, and what they are willing to pay for it that constitutes a clarion call to Medtech companies that every aspect of their sales effort needs to be revisited – from how they are organized, to their value proposition to their sales training. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Transformation changes affecting medical sales.

Overcoming “Failure to Impact” Syndrome

Steven Rosen

They reinforce sales training and help companies maximise their teaching efforts and deliver more sales. 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?

Remedy 139

Get on the Podium in 2012

Steven Rosen

Coaching is a difficult skill to master and requires training and experience. Maybe you’re lucky as, you have a sales coaching training program coming up. Well, I am sorry to tell you, but most coaching training programs fail to create sustainable changes in coaching skills. This program takes you through 90 minutes of training. Once upon a time, all sales managers were sales people. Most sales reps are type “A” personalities; they are driven and competitive.

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. First, we have to reinvent those aspects of traditional sales training that DO suck – clunky technology, sporadic death-by-PowerPoint training events, poor access to internal expertise, etc. So few sales training teams try.

ROI 54

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. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.

@Qstream Achieves 30% New Business Revenue Growth in 2020

Smart Selling Tools

Substantial growth in core industries including Hospital and Healthcare (+266% increase), Pharmaceutical (60%), Manufacturing (37%), and Technology (16%). Qstream was also recently awarded as a Top Training Company for Health and Safety/Compliance.

Dave Kurlan's Predictions for Sales Organization in 2020

Understanding the Sales Force

TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries. Dave Kurlan sales process sales training sales assesments crm Sales DNA sales predictions VILT Artificial Intelligence

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. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.

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. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. Distribution Sales Training. Hospitality Sales Training. Manufacturing Sales Training. Medical Device Sales Training.