Tag Archives: medical device sales training articles

Medical sales – Blog Round-up – Fall 2012

Medical sales and medical device blogs posted during the Fall 2012 from the Sales Training Connection. Continue reading

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Personal credibility – a key to sales success

What do buyers say make successful sales reps? Product knowledge usually appears high on the list. But two other responses that have nothing to do with the products or services being sold are on the list. Both deal with personal credibility – being responsive to my needs, and doing what they say they were going to do. Continue reading

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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 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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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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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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