Tag Archives: medical sales training

Networking – a critical skill for winning deals – An STC Classic

Networking is simply getting the right message, to the right person at the right time. Fundamentally, networking is about knowing who’s who and having relationships characterized by superior access and credibility. This article provides some best practices for successful sales networking.

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MedTech clinical staff – invite them to the sales training party

Because they spend a lot of time on site they are in an ideal position to develop relationships, capture competitive intelligence, and identify sales opportunities. So, when MedTech companies plan their sales training initiatives, clinical staff are now being considered as part of the target audience. Continue reading

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

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Call Execution, 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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Pharma sales – it’s a different world

Pharma sales reps are selected and trained will need to look strikingly different as the future unfolds. Companies that crack the code on exactly how tomorrow’s sales force will provide value to physicians will have a distinct competitor advantage. This post looks at how to crack the code. 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 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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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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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

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

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