Tag Archives: pharma sales

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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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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Reinventing the sales conversation with the hospital c-suite

MedTech salespeople must have an effective strategy for selling at the senior executive level in hospitals. Customizing what you say – the content – is a key start, along with personalizing it and making the sales call into a conversation. This blog 7 shares strategic priorities in the hospital c-suite tohelp MedTech salespeople get started. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Sales Training, Selling to the C-Leve, Uncategorized | Tagged , , , , , , , , ,

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Getting MedTech Sales Strategy Right – white paper now on Kindle and iTunes

Getting MedTech Sales Strategy Right is now available on Kindle and in iTunes formats. This white paper highlights best practices for formulating and executing MedTech sales strategy in hospitals, hospital systems, ACOs, physician practices, and standalone centers to help MedTech companies drive revenue. Continue reading

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

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MedTech sales – financial impact of measuring patient satisfaction

Every time customers go through a period of transformation change – including MedTech customers – a new set of winners and losers emerge on the vendors’ side of the table. The winners are those that make changes in their sales process commensurate with the changes in the buying process. Patient experience will be an increasingly influential factor in determining healthcare providers’ financial success. Continue reading

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MedTech sales – understanding healthcare value propositions is a new key to success

MedTech salespeople must be aware of the changing medical sales space , understand the business and financial consequences of new value proposition, and most importantly adapt their selling process accordingly – that means in most case sales training needs to be invited to the party. 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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MedTech sales – past success doesn’t guarantee future wins

BCG recommends that MedTech must companies must invest in new selling capabilities to deal with the transformational changes. 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

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

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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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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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