Tag Archives: selling to hospitals

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

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Call Execution, Sales Training | Tagged , , , , , , , , , , ,

Leave a comment

Selling to Hospitals – 10 roles for internal champions

Top performers are good at developing internal champions – rightly so, they are crucial to winning key business. Why? Increasingly a lot of selling is going on when the sales person isn’t there so the sales person needs someone to “tell their story” when they’re not around. This article describes 10 roles internal champions can play when the sales rep isn’t there.

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 Strategy, Sales Training Best Practices | Tagged , , , , , , , , , , ,

1 Comment