Category Archives: Pharmaceutical Sales Training

Boost sales by understanding healthcare economics

ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.
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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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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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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

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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

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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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