Tag Archives: medtech 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 sales – there is no back to the future

Selling in the medical sales space is not business as usual! As the healthcare space transforms, salespeople must sell differently to succeed – and the sales trianing they receive must be different, too! Continue reading

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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

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Boost sales by understanding healthcare economics

ORTHOKNOW asked Dick to prepare an article for its August issue on sales and understanding healthcare economics. In the article he discusses skills salespeople need to be successful including understanding changing customers, buying process, business environment and decision criteria.
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Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, 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

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