Category Archives: Health Care Sales Training

Medical device sales – sales managers play a pivotal role for sales productivity

Sales managers are the pivotal job for building a superior medical device sales team. The answer is not just about having a few super star sales managers but instead to have in place a process whereby you have the capability to build and sustain a superior cadre of front-line sales managers. This blog highlights some rules of the road for building a superior cadre of front-line medical device sales managers. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Management Coaching, Sales Training | Tagged , , , , ,

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Selling value in the medical device market – good is not good enough

Underlying sales success in the medical device market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale and moving to selling value. How do you make the switch? This blog discusses the how to. Continue reading

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Medical device sales – the book of knowledge is expanding

For medical device reps updating their command of the Book of Knowledge is critical. Not to sound melodramatic but in some cases, like cardiology devices, life and death decisions can depend on it. Being up-to-speed is the key to providing value – to your customer’s and to their customer’s – whether patients, physicians, or administrators. The good news is although the Book of Knowledge is bigger – the resources for learning it are better than ever. Continue reading

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

There is no one way physicians prefer to interact with a medical company. Many factors influence the physician’s view of the ideal experience. Personal preferences, communication styles, level of disease understanding, practice setting, local formulary control, disease specialty, and patient demographics, among others, shape the physician’s preferences for interaction. 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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Medical Sales – Blog Round-up – Winter 2013

Medical sales and medical device blogs posts, our most popular posts appear during the Winter 2013 – in the Medical Sales – Blog Round-up. Continue reading

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Medical sales – ask for commitments if you want to win

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. This true in all sales environments – but because of the highly competitive environment it is particularly important for sales people in medical sales. Think about this … a medical sales rep walks out of what they think was a great sales call with a doc. But – the medical sales rep may or may not get traction in the sales process, even though the call went well, unless there is a commitment that moves the sales process forward. Continue reading

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

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Selling to hospital information technology departments

IT is continuing to grow at hospitals. This blog post contains three best practices for selling IT to hospitals. Continue reading

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Medical sales value imperative – help physicians decrease risk

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. 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 Strategy | Tagged , , , , , , , , , , , , , ,

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5th issue impacting medical sales in 2013 – customer satisfaction

Medical sales is undergoing change – some of these changes are major and some are procedural but all require the medical sales rep to ask what they need to do differently. This blog discusses how measuring customer satisfaction will affect hospital reimbursements in the US. 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 , , , , , , , ,

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4 hospital-physician issues impacting medical sales in 2013

Four critical issues facing medical sales to hospitals and physicians are discussed in this blog: hospital consolidation continues, growth of hospital-physician alignment varies by geography, ACOs are on the rise, and hospitals will continue to employ physicians if they ca afford it. Continue reading

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

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