Category Archives: Pharmaceutical Sales

Medical device sales success – an urgent need to do something different – An STC Classic

The medical device market space is going through radical change. Given these shifts, there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? Are there ideas that are not just about doing a better job doing what you are doing, but are about doing something differently? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program.
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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 Training, Uncategorized | Tagged , , , ,

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

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Getting MedTech Sales Strategy Right – white paper now on Kindle and iTunes

Getting MedTech Sales Strategy Right is now available on Kindle and in iTunes formats. This white paper highlights best practices for formulating and executing MedTech sales strategy in hospitals, hospital systems, ACOs, physician practices, and standalone centers to help MedTech companies drive revenue. Continue reading

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

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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

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

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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

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

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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

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

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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

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

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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

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

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

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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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