Tag Archives: medical device sales training blogs

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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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 – 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

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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

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

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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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4 hospital-physician issues impacting medical sales in 2013

Four critical issues facing medical sales to hospitals and physicians are discussed in this blog: hospital consolidation continues, growth of hospital-physician alignment varies by geography, ACOs are on the rise, and hospitals will continue to employ physicians if they ca afford it. 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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