Search Results for: buying process

MedTech sales – financial impact of measuring patient satisfaction

Every time customers go through a period of transformation change – including MedTech customers – a new set of winners and losers emerge on the vendors’ side of the table. The winners are those that make changes in their sales process commensurate with the changes in the buying process. Patient experience will be an increasingly influential factor in determining healthcare providers’ financial success. Continue reading

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MedTech sales – the declining advantage of superior technology

MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. A sales team will not only need to be able to sell a competitive advantage; they will need to be a competitive advantage. They will need the skill sets to sell the technological, clinical and economic value of their products – with an increasing emphasis on the economic value. All sales, to all buyers, will be viewed through an economic lens. Continue reading

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Selling to the c-suite … timing is everything – A sales tip

If salespeople want to build effective relationships with senior executives they must be engaged with the senior executives early in the buying process. If the contact is first made during the middle phase of the buying cycle when competitive options are being evaluated, then the sales person is reduced to playing a “solution presenter” role. The likely outcome will be a short meeting with a referral to someone lower in the organization. The salesperson is simply too late! Continue reading

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Internal champions – all your eggs in one basket

Most people agree that in major accounts developing internal champions is a strategic imperative because a lot of the selling is going on when you not there. Everyone also knows the selecting and developing internal champions takes a lot of time and effort. In major accounts the buying process is complex. There are a lot of players involved, the buying process is long, consensus is often lacking and there are a lot of tricky situations to be handled. Hence at different points in the buying cycle you may different internal champions to tell your story. The difference may be a matter of factors such as: expertise, access, internal credibility or personal relationships. Continue reading

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Sales presentations – don’t lose at the very end

Unless you have done a good job selling value throughout the buying process, it is unlikely that even a great presentation will turn the tide. However, a bad presentation at the end might be enough to lose a deal you could of won. This post provides best practices for successful sales presentations – including how handling Q&A sessions. Continue reading

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Five best practices for networking in b2b sales – A STC Classic

centerpiece for success in major B2B sales is getting the right message, to the right person, at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing. This article contains 5 best practices for networking in b2b sales. Continue reading

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Ignore the buyer … a costly sales mistake!

Too often we forget – and when we do we can pay a high price. So think of this as a reminder…. Identify everyone involved in the buying process, discover their roles, and then match your message to meeting their needs. And, along the way don’t make assumptions about who is playing the buyer role. Continue reading

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Sales training: know the past – win the future

In the last several years the world of sales has under gone significant changes. Competition is keener – buying processes are more complex – market changes are more rapid. As a result, a sales person has to know more and know it at a higher level of competency than ever before. This provides new challenges for sales training – yesterday’s sales training models won’t work in tomorrow’s business world. Continue reading

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Five best practices for networking in b2b sales

Everyone knows it – some because of a leap of faith and some because of experience. A centerpiece for success in major B2B sales is getting the right message, to the right person, at the right time. Easy to say, not so easy to do when selling into a major account where the buying process is complex and ever-changing.

If the right message is to be delivered to the right person at the right time, then sales people have to have superior networking skills. They have to be able to determine who’s who, know how to build and maintain relationships, and recognize that each of the key players has a differing view of what constitutes value.

Managing a superior network in a large B2B account requires time, dedication, and skill. There aren’t many shortcuts – five skills are key.

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Winning complex sales – defining fundamentals

A complex sale is not just a big little sale. It is qualitatively different. The buying process is more complex, the sales cycle is longer, and the consequences of winning and losing are more significant.

Correspondingly, the performance requirement is broader and deeper. Today, successfully navigating the buying process in a complex sale requires account executives to know more and know it at a higher level of proficiency than ever before.

What does it take to get it right? When answering that question it is always a good idea to start with the fundamentals – those things that absolutely positively must mastered.
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