Category Archives: Pharma Sales

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

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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

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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

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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 , , , , , , , , , , ,

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Emerging trends in medical device sales – podcast

In this interview with Dr. Richard Ruff, co-founder of Sales Horizons, we learn more about current medical device sales trends and what it takes to become a dominate medical device player in today’s economic environment. 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 Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , , ,

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Pharma – new challenge, new sales strategy, new sales training

Times have changed for pharma sales and pharma sales training. Big pharma is moving from formal sales pitches to consultative selling. This post talks about the issues facing big pharma and how they can successfully transition with different types of sales training efforts. Continue reading

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Selling to Hospitals – 10 roles for internal champions

Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Why? Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. This article describes 10 roles internal champions can play when the sales rep isn’t there.

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Medical sales – blog round-up – Summer 2011

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during this summer. Continue reading

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It’s a new world for pharma sales reps

As the number of pharma reps declines, pharma is looking at new ways to engage docs and improve productivity. iPad apps, internet portals, and other ePromotions are becoming standard practice. Continue reading

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