Tag Archives: health care sales training

Medical Sales – Blog Round-up – Summer 2014

Medical sales top blogs from the Sales Training Connection in 2014 – how physicians buy, grabbing physicians attention, how MedTech sales have changed, new pharma sales challenges, and how past MedTech sales don’t ensure future success. Continue reading

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

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

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Medical device sales – sales managers play a pivotal role for sales productivity

Sales managers are the pivotal job for building a superior medical device sales team. The answer is not just about having a few super star sales managers but instead to have in place a process whereby you have the capability to build and sustain a superior cadre of front-line sales managers. This blog highlights some rules of the road for building a superior cadre of front-line medical device sales managers. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Management Coaching, Sales Training | Tagged , , , , ,

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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

Posted in Global Sales Training, Health Care 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

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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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

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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

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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