Tag Archives: selling to hospitals

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 – 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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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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Selling to hospital information technology departments

IT is continuing to grow at hospitals. This blog post contains three best practices for selling IT to hospitals. 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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Selling medical devices that are evolutionary not revolutionary

Medical device innovation is slowing down – so product categories are becoming more and more crowded often filled with many “look alike”products. At the same time physicians are more willing to accept a medical device offered at the lowest price as long as it meets quality standards. Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. Tomorrow that is unlikely to carry the day. They will also need to sell the economic benefits to both the physician and to non-physicians who are strictly concerned about the cost-benefit considerations. Continue reading

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Selling to experienced vs. new physicians – it’s not just more of the same

While many of the new physicians may have similar professional and personal drivers as their more senior colleagues, they will have “come of age” in a different healthcare environment. Selling to these physicians will be different – and medical sales reps need to be prepared to address those differences. 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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Hospital sales – business-as-usual will be business lost to competitors

Hospitals are going through a transformational period – changing what they buy and how they buy. Sales will not prosper unless we adjust and adapt to these changes. In the future business-as-usual will be business lost to competitors. There are a number of pieces to the puzzle but let me start with some ideas in sales training that I think are worth considering: ore effectively launching new products, provide the existing sales force with sales training, collaborating with marketing and technical support, leverage sales managers in sales training – playing the buyer role and providing feedback. Continue reading

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

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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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