Tag Archives: selling to docs

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

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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

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Seven fundamentals for selling to physicians

Hospitals are going through a transformational period – changing what they buy, how they buy and what they are willing to pay for it. The sales rep who does not adjust and adapt to these changes is unlikely to prosper. In the future business-as-usual will be business lost to competitors. This blog contains 7 best practices for medical device sales reps Continue reading

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Medical sales – blog round up – Winter 2012

If you missed some of our medical sales and medical device blogs posts, here’s a chance to look at our most popular posts appear during the Winter 2012 – in the Medical Sales – Blog Round-up. Continue reading

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Medical device sales – translating clinical value into economic value

Fewer and fewer device adoptions are driven strictly by clinical specifications. People, other than the physician, are increasingly become pivotal players in the decision-making process. So medical device sales people are calling on new decision-makers and influencers who have different purchasing criteria. This means medical device sales people need to be trained on what economic value means to the various players in the new decision process. Plus they must become comfortable making a business argument for device adoption to hospital administration and a clinical and business argument with physicians and other clinicians. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Call Execution, Sales Training, Selling Economic Value, Uncategorized | Tagged , , , , , , , , , , , , , ,

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Sales performance – addressing accelerated clockspeed

Hospitals are changing what they buy, how the buy and how much they are willing to pay for it. This accelerated rate of change will be particularly telling for some suppliers who are accustomed to changes taking place at a slower pace. These suppliers will need to adopt a new set of strategies or be replaced by more agile competitors. This post focuses on the implications for sales training. Continue reading

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