Category Archives: Health Care Sales Training

Boost sales by understanding healthcare economics

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.
Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Uncategorized | Tagged , , , , , , ,

Leave a comment

Medical Sales – Blog Round-up – Summer 2014

Medical sales top blogs from the Sales Training Connection in 2014 – how physicians buy, grabbing physicians attention, how MedTech sales have changed, new pharma sales challenges, and how past MedTech sales don’t ensure future success. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Pharma Sales Training, Uncategorized | Tagged , , , ,

Leave a comment

Reinventing the sales conversation with the hospital c-suite

MedTech salespeople must have an effective strategy for selling at the senior executive level in hospitals. Customizing what you say – the content – is a key start, along with personalizing it and making the sales call into a conversation. This blog 7 shares strategic priorities in the hospital c-suite tohelp MedTech salespeople get started. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Sales Training, Selling to the C-Leve, Uncategorized | Tagged , , , , , , , , ,

Leave a comment

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

Getting MedTech Sales Strategy Right is now available on Kindle and in iTunes formats. This white paper highlights best practices for formulating and executing MedTech sales strategy in hospitals, hospital systems, ACOs, physician practices, and standalone centers to help MedTech companies drive revenue. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales | Tagged , , , , ,

Leave a comment

MedTech sales – financial impact of measuring patient satisfaction

Every time customers go through a period of transformation change – including MedTech customers – a new set of winners and losers emerge on the vendors’ side of the table. The winners are those that make changes in their sales process commensurate with the changes in the buying process. Patient experience will be an increasingly influential factor in determining healthcare providers’ financial success. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training | Tagged , , , , , ,

Leave a comment

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

MedTech salespeople must be aware of the changing medical sales space , understand the business and financial consequences of new value proposition, and most importantly adapt their selling process accordingly – that means in most case sales training needs to be invited to the party. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training | Tagged , , , , , ,

Leave a comment

MedTech sales – past success doesn’t guarantee future wins

BCG recommends that MedTech must companies must invest in new selling capabilities to deal with the transformational changes. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training | Tagged , , ,

Leave a comment

MedTech sales: when customers change – so must you

MedTech companies are going through a time of transformational change, requiring MedTech companies to make an investment in their sales team commensurate with the need for change in order to be one of the winners in the ned MedTech market landscape. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Sales Strategy | Tagged , , , , , , , ,

Leave a comment

Team selling – more prevalent, more important and as difficult as ever

Team selling is more than just two people who happen to be in the same room at the same time. This blog presents 8 team selling best practices and a team selling infographic. Continue reading

Posted in Health Care Sales Training, Sales Best Practices, Sales Training | Tagged , ,

Leave a comment

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

FREE Sales Momentum white paper – Getting MedTech Sales Strategy Right – providing best practices to help MedTech salespeople formulate and execute sales strategy. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Strategy, Sales Training | Tagged , , , , , , ,

Leave a comment