Tag Archives: pharmaceutical sales training

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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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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Pharma – new challenge, new sales strategy, new sales training

Times have changed for pharma sales and pharma sales training. Big pharma is moving from formal sales pitches to consultative selling. This post talks about the issues facing big pharma and how they can successfully transition with different types of sales training efforts. Continue reading

Posted in Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Trainers, Uncategorized | Tagged , , , , , , , ,

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It’s a new world for pharma sales reps

As the number of pharma reps declines, pharma is looking at new ways to engage docs and improve productivity. iPad apps, internet portals, and other ePromotions are becoming standard practice. Continue reading

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Pharmaceutical sales training – a new point of view

Pharmaceutical companies are reducing the size of their sales force and introducing digital tools – where physicians can ask questions about drugs, order free samples, and find out which insurers cover certain treatments by using, for example, an iPad app. This will require a new and different type of sales training for some new and different players. Some companies have acknowledged this reality and modified their sales training programs to include everyone in sales training who has interaction with the customer – from sales and technical support to customer service. More companies will need to get on board.
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Posted in Health Care Sales Training, Medical Sales Training, Pharma Sales, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Training, Sales Training Best Practices | Tagged , , , , , , , , , , ,

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