Tag Archives: health care sales training blogs

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

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Medical device sales – selling with clinical data

Physicians – and other medical staff – report that clinical studies in peer reviewed journals and evidence-based medicine are increasingly important in making decisions. So, today’s medical device reps must become skilled in selling with clinical data. Unfortunately too many medical reps do not optimize the use of clinical data during their interactions with medical staff. Three traps are particularly common are discussed.
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Medical sales: tailoring sales to physician preferences – A Sales Tip

Medical sales reps are challenged to figure out the right experience for every physician. Easy to say, not so easy to do. So, let’s review a list of ideas for getting started: Continue reading

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Medical sales – selling new technologies to physicians

When talking about a new medical device with a physician, some will show a lot of interest. So you initial expectations will be fulfilled. But beware! The physicians you talk with early on may be comprised mainly of early adopters. Why drives new physicians to adopt new technologies? This blog post identifies four ideas medical sales reps can use when selling new medical devices to physicians. Continue reading

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Medical sales – blog round up – Summer 2012

Medical device and medical sales posts collected in the Medical Sales – Blog Round-up/Summer 2012 Continue reading

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Seven fundamentals for selling to physicians

Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. In the future business-as-usual will be business lost to competitors. This blog contains 7 best practices for medical device sales reps Continue reading

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Selling medical devices that are evolutionary not revolutionary

Medical device innovation is slowing down – so product categories are becoming more and more crowded often filled with many “look alike”products. At the same time physicians are more willing to accept a medical device offered at the lowest price as long as it meets quality standards. Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. Tomorrow that is unlikely to carry the day. They will also need to sell the economic benefits to both the physician and to non-physicians who are strictly concerned about the cost-benefit considerations. Continue reading

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Medical sales – blog round up – Winter 2012

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the Medical Sales – Blog Round-up. Continue reading

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Training new medical device sales reps – getting it right

When designing a training curriculum for new medical device sales people, clinical knowledge is first and foremost. But on its own, it’s not enough for sales success. Adding traditional sales skills training also is important, but insufficient for sales success.
New medical device sales people need something more from sales training. Because they sell to a small community of close-knit specialists, like electrophysiologists or orthopedic surgeons, new medical device sales people can’t afford starting off on the wrong foot. So new hire sales training must include a third component – foreshadow those day-to-day challenging situations new sales people frequently encounter and share how those situations can be handled. This blog identifies four key issues facing medical device sales reps. Continue reading

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Sales performance – leveraging the potential of disruptive trends

From time to time disruptive trends emerge that upend the market in ways that few ever imagine. These tends are often difficult to foresee and they produce transformational changes. Sometimes the changes are in technology; sometimes they are in the business model and sometimes in the culture of the organization. Regardless, they alter in a fundamental way – what the customer buys, how they buy, and what they are willing to pay for it. If you are selling to one of these organizations, these are the trends that produce a new set of winners and losers. Continue reading

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