Tag Archives: health care sales training articles

Medical sales – A new sales environment as more physicians become hospital employees

increasingly medical sales reps will walk into hospitals that are standardizing surgical supplies, choosing cost-effective medical devices, using health information technology, and maximizing asset utilization. For medical sales reps, this means selling devices, equipment,and even consumables solely based on relationships or preferences will increasingly be insufficient for success. 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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Medical device sales – tips to leverage the power of storytelling

Storytelling and medical device sales – a powerful combination! We’ve written extensively about the power of storytelling noting that success comes more quickly to sales reps who are able to share engaging stories that resonate with the listener. It is one thing to list why a customer should do business with you; it is another to be able to relate a past success stories that being that list to life. The latter is memorable and repeatable – the former is just another list of features. Continue reading

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Medical sales – blog round up – Summer 2012

Medical device and medical sales posts collected in the Medical Sales – Blog Round-up/Summer 2012 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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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

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Sales performance – leveraging the potential of disruptive trends

From time to time disruptive trends emerge that upend the market in ways that few ever imagine. These tends are often difficult to foresee and they produce transformational changes. Sometimes the changes are in technology; sometimes they are in the business model and sometimes in the culture of the organization. Regardless, they alter in a fundamental way – what the customer buys, how they buy, and what they are willing to pay for it. If you are selling to one of these organizations, these are the trends that produce a new set of winners and losers. Continue reading

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