Category Archives: Medical Sales Training

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

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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

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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

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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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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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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

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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

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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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