Tag Archives: pharma 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 – 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

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

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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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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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Medical sales – tailoring sales to physician preferences – An STC Classic

There is no one way physicians prefer to interact with a medical company. Many factors influence the physician’s view of the ideal experience. Personal preferences, communication styles, level of disease understanding, practice setting, local formulary control, disease specialty, and patient demographics, among others, shape the physician’s preferences for interaction. 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 – ask for commitments if you want to win

Asking for a commitment that moves the sales process forward – too often it’s the forgotten last step in a sales call. Unfortunately, it’s also a critical one. This true in all sales environments – but because of the highly competitive environment it is particularly important for sales people in medical sales. Think about this … a medical sales rep walks out of what they think was a great sales call with a doc. But – the medical sales rep may or may not get traction in the sales process, even though the call went well, unless there is a commitment that moves the sales process forward. 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 Training | Tagged , , , , , , , , , , , ,

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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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5th issue impacting medical sales in 2013 – customer satisfaction

Medical sales is undergoing change – some of these changes are major and some are procedural but all require the medical sales rep to ask what they need to do differently. This blog discusses how measuring customer satisfaction will affect hospital reimbursements in the US. 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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