Category Archives: Pharmaceutical Sales

Medical device sales – tips to leverage the power of storytelling – An STC Classic

Sales and storytelling – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. It is one thing to list why a customer should do business with you; it is another to be able to relate past success stories that brings that list to life. The latter is memorable and repeatable – the former is just another list of features. 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

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 – 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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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

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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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