Tag Archives: medical sales training

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

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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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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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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

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

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Medical device sales – tips to leverage the power of storytelling

Storytelling and medical device sales – 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 a past success stories that being 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, Sales Best Practices, Sales Training, Uncategorized | Tagged , , , , , , , , , ,

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