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Tag Archives: health care sales training blogs
Medical device sales – the book of knowledge is expanding
For medical device reps updating their command of the Book of Knowledge is critical. Not to sound melodramatic but in some cases, like cardiology devices, life and death decisions can depend on it. Being up-to-speed is the key to providing value – to your customer’s and to their customer’s – whether patients, physicians, or administrators. The good news is although the Book of Knowledge is bigger – the resources for learning it are better than ever. Continue reading
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
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
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
Selling to hospital information technology departments
IT is continuing to grow at hospitals. This blog post contains three best practices for selling IT to hospitals. Continue reading
Medical sales – grabbing physician attention
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
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
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
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
Medical sales – A new sales environment as more physicians become hospital employees
increasingly medical sales reps will walk into hospitals that are standardizing surgical supplies, choosing cost-effective medical devices, using health information technology, and maximizing asset utilization. For medical sales reps, this means selling devices, equipment,and even consumables solely based on relationships or preferences will increasingly be insufficient for success. Continue reading
