Category Archives: Pharmaceutical 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

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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

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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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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

Posted in Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Trainers, Uncategorized | Tagged , , , , , , , ,

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Medical device sales – 8 questioning traps hindering sales success

Medical device sales people are often coached to “talk a little bit less and get better at asking questions.” In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don’t ask enough questions.

The problem is “doing a better job at asking questions”, is easy to say, but not so easy to do. There are many traps on the road to getting better – this article shares eight of them.
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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 Call Execution, Sales Training | Tagged , , , , , , , , , ,

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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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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 Strategy, Sales Training Best Practices | Tagged , , , , , , , , , , ,

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