Tag Archives: medical device sales training

Medical sales – the power of selling with clinical data

Selling with clinical data is becoming increasingly important. This blog shares why this is true and 3 traps sales training directors must avoid. Continue reading

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Medical sales training – something different vs. more of the same

The healthcare market is undergoing transformational changes in the way they buy, requiring companies to change the way they sell. This means companies must approach how they train their sales teams differently – across a wide variety of dimensions. Continue reading

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Medical device sales success – an urgent need to do something different – An STC Classic

The medical device market space is going through radical change. Given these shifts, there are a number of tactical changes that can and should be considered, but what about a fundamental strategy shift? Are there ideas that are not just about doing a better job doing what you are doing, but are about doing something differently? One strategy with a great track record for the latter is the implementation of a Key Account Manager (KAM) program.
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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

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MedTech sales: when customers change – so must you

MedTech companies are going through a time of transformational change, requiring MedTech companies to make an investment in their sales team commensurate with the need for change in order to be one of the winners in the ned MedTech market landscape. Continue reading

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Getting MedTech Sales Strategy Right – A FREE Sales Momentum White Paper

FREE Sales Momentum white paper – Getting MedTech Sales Strategy Right – providing best practices to help MedTech salespeople formulate and execute sales strategy. Continue reading

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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

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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 sales – transformational changes demand sales strategy shifts

Hospitals seeking value, less expensive devices, as well as hospital consolidation continues, hospital-physician alignment grows, hospitals continue to look to consolidate suppliers, and patient satisfaction is increasingly a cornerstone of hospital reimbursements, mean what and how hospitals buy and what they are willing to pay for it are all changing. Continue reading

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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

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