Tag Archives: health care sales training articles

Medical device sales – physician behavior will be changing

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s healthcare landscape. The conclusion was summarized into one sentence: Rapidly shifting attitudes among physicians on critical issues such as managing costs, drug, and device usage, and standardized care are transforming healthcare business models. Read more in the salestrainingconnection.com Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Strategy, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , , , , , , | 1 Comment

Physicians look into the future at their relationship with medical device companies

Will there be a place for a relationship between orthopedic and spine surgeons with medical device companies in the future? Interesting question – and it was posted to several surgeons to gain their insight into what the future might hold. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Training | Tagged , , , , , , , , , , , , , | Leave a comment

Medical devices sales – the impact of wizardry

As sales reps and docs increasingly are tech savvy, the presence of iPads have increased in the medical sales market place. Companies are embracing iPads to improve productivity, more effectively engage customers through presentations and demonstrations, and offering access to existing solutions and/or new solutions through iPhones and iPads. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Uncategorized | Tagged , , , , , , , , , , , , , , | Leave a comment

Medical sales: Wimbledon’s big-serving boom is over – what does that teach us about sales?

Historically, companies focused on hiring the best sales force available and then provided them with good initial training. While still a good idea, a problem has emerged. Recruitment + initial training alone no longer carry the day because sales people don’t sell into static buying environments. This means that the initial training they receive, like the big serve, over time often yields skills parity, not a competitive edge. Today, success requires companies to not only build the best sales force, but also to maintain it. Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Pharma Sales Training, Pharmaceutical Sales, Pharmaceutical Sales Training, Sales Best Practices, Sales Training, Sales Training Best Practices, Uncategorized | Tagged , , , , , , , , , , , , , , | Leave a comment

Selling to hospitals – new Medicare reimbursements

Understanding new Medicare reimbursement rules is a key component of developing business acumen when selling to hospitals. Continue reading

Posted in Business Acumen, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training | Tagged , , , , , , , , , , , , | Leave a comment

Medical devices sales – creating value propositions

Read about creating value propositions with medical device sales in this blog post. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Trainers, Selling Economic Value, Selling Value, Uncategorized | Tagged , , , , , , , , , , , , , , , , , , | Leave a comment

Medical devices – the changing market and implications for sales

The medical device market is changing – from the traditional physician preference model to the increased importance of economic influence and the role of profitability. In addition, the medical device market is no longer homogeneous, leaving opportunity for companies to resegment the market place – and re-focus how they train their sales force. Continue reading

Posted in Business Acumen, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, New Hire Sales Training, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , , , | Leave a comment

Medical device sales – physicians suggest four ways for sales reps to build credibility

When asked what their top concerns are about selling medical devices, interacting one-on-one with physicians usually tops the list. And it’s very understandable. No matter how much clinical training they receive, interacting one-on-one with a physician terrifies most new sales people. Horror stories become folklore within companies, at hospitals, and in physician practices about medical device sales people who have made an initial misstep. Avoiding the misstep is a key to building credibility. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Training Best Practices, Sales Training Design | Tagged , , , , , , , , , , , , , | Leave a comment

Medical device sales – four ways to differentiate from the competition

Differentiating from the competition is critical in all sales – medical device sales is no exception. So, we asked four first and middle managers to provide some advice to medical device sales reps. Continue reading

Posted in General Posts, Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Training | Tagged , , , , , , , , , , , , , , , , | 3 Comments

Medical device sales – the networking challenge

A key to successful medical device sales, as in most sales situations, is getting the right message, to the right person, at the right time. Successfully networking in medical device sales requires knowing who’s who and having relationships characterized by superior access and credibility. To execute, medical device sales people must be able to answer three questions: Who will be involved? What is the importance of each role? What are the player’s opinion of your company? Continue reading

Posted in Health Care Sales Training, Medical Device Sales Training, Medical Sales Training, Sales Best Practices, Sales Call Execution, Sales Strategy, Sales Training, Uncategorized | Tagged , , , , , , , , , , , , , , , , , | Leave a comment