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Category Archives: Medical Device Sales Training
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 health care sales training, 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 articles, medical sales training blogs, pharma sales, pharma sales training, sales training
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
Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training
Tagged 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 – 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 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 articles, medical sales training blogs, pharma sales training, pharmaceutical sales training, sales best practices, sales training
Medical sales – grabbing physician attention
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 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 articles, medical sales training blogs, pharma sales, pharma sales training, pharma sales training articles, pharma sales training blogs, pharmaceutical sales, pharmaceutical sales training, sales best practices, sales training, selling to docs, selling to physicians
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 drug rep sales training, health care sales training, health care sales training articles, health care sales training blogs, healthcare 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, pharma sales training, pharmaceutical sales training, sales best practices, sales training
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 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
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 health care sales training, health care sales training articles, 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 training, sales training articles, sales training blogs
Medical sales – Blog Round-up – Fall 2012
Medical sales and medical device blogs posted during the Fall 2012 from the Sales Training Connection. 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, Uncategorized
Tagged 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 – A new sales environment as more physicians become hospital employees
increasingly medical sales reps will walk into hospitals that are standardizing surgical supplies, choosing cost-effective medical devices, using health information technology, and maximizing asset utilization. For medical sales reps, this means selling devices, equipment,and even consumables solely based on relationships or preferences will increasingly be insufficient for success. Continue reading
Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Training
Tagged 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, medical sales training, medical sales training blogs, sales best practices, sales training, sales training articles, sales training blogs
Medical device sales – selling with clinical data
Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device reps must become skilled in selling with clinical data. Unfortunately too many medical reps do not optimize the use of clinical data during their interactions with medical staff. Three traps are particularly common are discussed.
Continue reading
Posted in Health Care Sales Training, Medical Device Sales Training, Sales Training
Tagged health care sales training, health care sales training articles, health care sales training blogs, healthcare sales training, medical device sales training articles, medical devices sales training, medical sales training, medical sales training articles, medical sales training blogs, sales strategy, sales training blogs, selling to docs, selling to physicians, selling with clinical data
