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.

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. 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.

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.

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.

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.

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.

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.

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. Click here.

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.

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. While the MedTech industry is positioned to grow in the coming years, all is not rosy.

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. Medtech sales.

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. In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Hospital-physician alignment grows.

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.

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. Pharma sales.

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.

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

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?

Trends 182

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

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. MedTech sales. For years MedTech companies have enjoyed strong gross margins and top-line growth.

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!

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.

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. . Selling to Hospitals. . Top performers are good at developing internal champions – rightly so, they are crucial to winning key business.

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 ? . 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.

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 ? Medical Sales.

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. Heretofore our major investment in sales force training has been with new hires.

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. 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.

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? Without training? The number of sales reps has declined significantly over the last 4 years.

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. So few sales training teams try. Training & Certification ROI

ROI 59

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.

Buyer 46

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 training

Remedy 189

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.

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.

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. On the surface, a training program looks very basic to these people, and they cop an attitude that the training is too basic.

Tools 80

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.

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.

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. 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: 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. 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.

Medical Device Sales Training Programs: Creating a Value.

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.

College graduates – should you consider a sales job?

Sales Training Connection

The pharmaceutical industry comes to mind – for example, Eli Lilly laid off a 1000 salespeople in 2013. Sales is a key function inside any organization; hence companies invest substantially in the training and coaching of their sales team. Sales reps and new college grads.

New Survey Highlights Sales Management Skills and Development Priorities

Steven Rosen

Steven Rosen founder of STAR Results says, “For companies to achieve better sales results they need to invest their resources into the proper training, support and coaching of their sales managers,” said Steven Rosen, founder of STAR Results.

Survey 272

Artificial Larry versus Amplified Leadership – 4 ‘Must Have’ Competencies To Stay In The Game

Bernadette McClelland

‘Adelaide-based artificial intelligence software vendor Complexica secured a software deployment contract with pharmaceutical company Pfizer Australia’ and launched the artificial intelligence engine, Larry, the Digital Analyst.