Category Archives: Pharmaceutical Sales Training

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

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

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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

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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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

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 Training | Tagged , , , , ,

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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 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

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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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Hospital sales – business-as-usual will be business lost to competitors

Hospitals are going through a transformational period – changing what they buy and how they buy. Sales will not prosper unless we adjust and adapt to these changes. In the future business-as-usual will be business lost to competitors. There are a number of pieces to the puzzle but let me start with some ideas in sales training that I think are worth considering: ore effectively launching new products, provide the existing sales force with sales training, collaborating with marketing and technical support, leverage sales managers in sales training – playing the buyer role and providing feedback. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Uncategorized | Tagged , , , , , , , , , , ,

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