Category Archives: Health Care Sales Training

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

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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

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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

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Medical Sales – Blog Round-up – Winter 2014

Medical sales top blogs from the Sales Training Connection in 2014. Continue reading

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MedTech sales – the declining advantage of superior technology

MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. A sales team will not only need to be able to sell a competitive advantage; they will need to be a competitive advantage. They will need the skill sets to sell the technological, clinical and economic value of their products – with an increasing emphasis on the economic value. All sales, to all buyers, will be viewed through an economic lens. Continue reading

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Medical sales – grabbing physician attention – An STC Classic

The key to sales success in the medical sales space is the sales rep is not only being mindful of the physician’s time, there’s a second piece to the story – having something of value to share with the doc. 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 Best Practices, Sales Training | Tagged , , , , , , , , , , , , , , , , , ,

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Drive sales innovation by bottom up entrepreneurialism

One way to drive sales creativity and innovation is from the top down. An equally viable idea, and one that receives less attention, is driving innovation from the bottom up. Think about it! Every day major corporations have hundreds of salespeople on the street engaging with customers. They are busy understanding the customers business and the challenges they face. What a resource for innovation. The lesson is your sales team cannot only sell value; they can be used to inform you how to create value. Continue reading

Posted in Health Care Sales Training, Medical Sales Training, Sales Best Practices, Sales Strategy, Sales Training, Selling Value, Uncategorized | Tagged , , , ,

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Medical sales – transformational changes demand sales strategy shifts

Hospitals seeking value, less expensive devices, as well as hospital consolidation continues, hospital-physician alignment grows, hospitals continue to look to consolidate suppliers, and patient satisfaction is increasingly a cornerstone of hospital reimbursements, mean what and how hospitals buy and what they are willing to pay for it are all changing. Continue reading

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

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. It is one thing to list why a customer should do business with you; it is another to be able to relate past success stories that brings that list to life. The latter is memorable and repeatable – the former is just another list of features. Continue reading

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Pharma sales – it’s a different world

Pharma sales reps are selected and trained will need to look strikingly different as the future unfolds. Companies that crack the code on exactly how tomorrow’s sales force will provide value to physicians will have a distinct competitor advantage. This post looks at how to crack the code. Continue reading

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

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