Sales Training Connection

OCTOBER 17, 2012

hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. physicians are now employed by hospitals or integrated delivery systems , a trend fueled by the creation of accountable care organizations (ACOs) and the prospect of more risk-based payment approaches.

Health Care 108

Health Care Hiring Journal Networking 108

Crunchbase

JUNE 24, 2020

The five startups that caught my eye in May include a few interesting players in the mental health, security and SOC-as-a-service spaces, and a new socially conscious fintech platform. . Industry: Health Care, Health Diagnostics, Personal Health, Wellness. Mindstrong. HQ: San Francisco, CA. DefinedCrowd.

Outsourcing Services 97

Outsourcing Services Health Care Real Estate Automotive 97

Hubspot Sales

FEBRUARY 4, 2024

Benefits like PTO and health care, which we take for granted in the tech world, are being touted as restaurants evolve into better workplaces. From 2022 to 2023, the terms below have spiked up on restaurant career pages. Source: Bentobox Get more business ideas and trendy data in our weekly Trends Newsletter.

Benefit 96

Benefit Health Care Hotels Trends 96

Sales Training Connection

APRIL 9, 2012

At a minimum they will be entering the healthcare market with a different set of expectations around healthcare availability and a different point of view about their relationships with medical sales companies than their more senior peers. ©2012 Sales Horizons, LLC.

Health Care 120

Health Care Face-to-face Training Resources 120

Increase Sales

JANUARY 20, 2014

Listen or read the marketing messages of many small businesses and most of them sound the same, look the same, feel the same and potentially taste the same. Too often those in sales fail to remember the goal of marketing is to attraction attention and begin to build a relationship. Meat and potato messages rarely attract attention.

Marketing 126

Marketing Health Care LinkedIn Small Business 126

Sales Training Connection

JUNE 3, 2013

Medical device sales - underlying sales success in this market is the recognition that selling value is a strategic imperative. In the medical device market, the sales person’s superior ability to sell value may be one of the few sustainable competitive advantages. Medical device sales. How do you make the switch?

Health Care 108

Health Care Marketing Insurance Insurance 108

Mindtickle

FEBRUARY 3, 2021

Broadly speaking, partners enrich our market-leading offering, complementing the robust MindTickle platform with the extra muscle needed to drive revenue growth faster and foster a culture of sales readiness for our customers. Some partnerships add to this by making it possible for MindTickle to offer an even greater go-to-market value.

Strategy 105

Strategy Telecommunications Customer Top of Funnel 105

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. How do you train KAMs? . A Classic – ’63 Corvette.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

OCTOBER 16, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. How do you train KAMs? . Medical device sales success.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

OCTOBER 28, 2011

If you have the opportunity to read SPBT’s Fall 2011 FOCUS Magazine issue, you’ll see an article Dick and I wrote about sales training 2.0. The medical device market is in the midst of a transformational shift. What role does sales training play? You’ll find the answer to this question in FOCUS Magazine.

Health Care 58

Health Care Training Sales Competition 58

Allego

AUGUST 21, 2020

In this episode, VP Pat Berges describes how an industry put aside turf battles to bring critical training information to frontline healthcare workers around the world. Pat Berges, Vice President of Global Commercial Capabilities, Medtronic is the Chair of the Ventilator Training Alliance (VTA). Listen Now on Apple Podcasts. “We’re

Lead Rank 118

Lead Rank Health Care Face-to-face Vendor 118

Sales Training Connection

JUNE 19, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Get serious about sales training and development. ©2013 Sales Momentum ® LLC.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

APRIL 23, 2012

This combination of trends is especially true in those portions of the medical device market that generate the largest profits: CRM devices, cardiology, spine-related devices, and orthopedics devices. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Health Care 112

Health Care Decision Maker Training Benefit 112

Sales Training Connection

SEPTEMBER 7, 2012

And when the product is a new technology that is significantly different from others on the market, the level can be particularly high. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling to physicians. That’s the up side surrounding new product launches.

Health Care 107

Health Care Territories Training Up-Sell 107

Sales Training Connection

SEPTEMBER 10, 2012

And with the ever-changing healthcare market space , selling to physicians is increasingly more difficult. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Health Care 99

Health Care Journal Demographics Face-to-face 99

Sales Training Connection

APRIL 25, 2014

Perhaps more unsettling, a global study of 4,500 employees at 38 MedTech companies found that skills in critical areas such as key account management and marketing are at less than ideal levels. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Guarantee 95

Guarantee Health Care Pharmaceuticals Margin 95

Sales Training Connection

SEPTEMBER 12, 2011

being the largest market. . However, all isn’t rosy; the medical device industry faces several issues – pricing concerns, health care reform, reimbursement pressures, and increasingly regulations. Health care reforms in the U.S. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S.

Health Care 99

Health Care Sales Process Decision Maker Influencer 99

Sales Training Connection

OCTOBER 1, 2012

As the medical device market place changes hospital purchasing is becoming very different today from yesteryear. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Selling with clinical data is becoming increasingly important. ©2012 Sales Horizons, LLC.

Health Care 94

Health Care Data Journal Study 94

Sales Training Connection

JANUARY 27, 2012

Pharma - new challenge, new sales strategy, new sales training. We’ve been in the consultative sales training business for more than 30 years. Over the last dozen or so years, we specialized in sales training for the health care market. Sales training. Doctor’s perspective. Pharma’s perspective.

Pharmaceuticals 94

Pharmaceuticals Training Strategy Health Care 94

Sales Training Connection

FEBRUARY 22, 2012

On the other hand, from time to time disruptive trends emerge that upend the market in ways that few ever imagine. Let’s examine this question by looking at health care as an illustrative market where these types of trends have produced very dramatic and well-documented changes. Financial Expectations.

Trends 80

Trends Health Care Hiring Ideal Customer Profile 80

Sales Training Connection

JANUARY 13, 2012

According to Fine, industries with faster clockspeeds have more market experimentation, increased competition, and frequent waves of innovation. Booz & Co recently posted an interesting study in strategy + business on accelerated clockspeed as it applies to the health care industry. Industry Example.

Health Care 76

Health Care Scale Training Industry 76

Sales Training Connection

DECEMBER 21, 2011

Since starting the Sales Training Connection, we’ve written numerous posts about selling in the medical sales market. Most of these posts are based on our experience conducting sales training with medical device companies and sharing what experts are saying about the medical sales industry. Medical sales - a new opportunity.

Health Care 98

Health Care Opportunity Hiring Referrals 98

Sales Training Connection

JANUARY 6, 2012

billion, 2011 followed pace – and it looks like there will be even more M&A activity in 2012 as health care reforms kick in, certainty in the health care landscape increases, the economy picks up, and investors seek bargains. Even before the health care reforms passed, there were good reasons to consolidate.

Health Care 72

Health Care Lead Rank Strategy Insurance 72

Sales Training Connection

APRIL 30, 2014

The question at hand is what is the right “go to market” strategy in order to capture significant market share as an uncertain future unfolds. The study suggests that customers want quality care, and they will make real choices about where to seek that care. Interested in MedTech sales? ©2014 Sales Momentum LLC.

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

The Pipeline

JULY 22, 2013

Dictionary.com , defines a paraprofessional as “a person trained to assist a doctor, lawyer, teacher, or other professional, but not licensed to practice in the profession.”

Hiring 267

Hiring Licensing Health Care Sales Talent 267

Sales Training Connection

AUGUST 3, 2011

Their responses were insightful … and certainly generalizable to other medical device markets. If you found this post helpful, you might want to subscribe to our blog, the Sales Training Connection. Take a read ….

Health Care 60

Health Care Company Training Marketing 60

Sales Training Connection

APRIL 2, 2014

In times of transformational market change there are new winners and losers. Among market leaders the journey of change has already begun and will continue as the future unfolds. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Health Care 96

Health Care Pharmaceuticals Customer Trends 96

Sales Training Connection

AUGUST 24, 2011

Health care sales. And, as with any transformational shift, there will be winners and losers – in this case, for both hospitals and health care companies. . So given these changes, how can a major health care company be in the winning category? First, sales training for KAEs is not just more of the same.

Health Care 61

Health Care Account Territories Face-to-face 61

Mindtickle

FEBRUARY 3, 2021

Broadly speaking, partners enrich our market-leading offering, complementing the robust Mindtickle platform with the extra muscle needed to drive revenue growth faster and foster a culture of sales readiness for our customers. Some partnerships add to this by making it possible for Mindtickle to offer an even greater go-to-market value.

Strategy 52

Strategy Telecommunications Customer Top of Funnel 52

Sales Training Connection

JANUARY 20, 2012

The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes. Sales training needs to provide sales people with learning experiences that will help them use that data effectively.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Smooth Sale

NOVEMBER 29, 2022

5) Health Care: Health care is another essential aspect when planning for retirement. For example, will you be covered by Medicare or purchase a private health plan? Learn more to train teams, and join the advocacy program. It all relates back to the essentials to prepare for retirement properly.

Health Care 78

Health Care Hiring Insurance Insurance 78

Sales Training Connection

JULY 8, 2013

On the other side of the table with fewer sales reps seeing physicians face-to-face, physicians have come to accept the new normal – fewer free office lunches, reduction in paid speaker programs, and cuts in dollars paid for pharmaceutical and marketing research. ©2013 Sales Momentum ® LLC.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Sales Training Connection

JUNE 30, 2014

Among market leaders the journey of change has already begun and will continue as the future unfolds. One factor affecting the strategic paths hospitals choose is that all decisions including those relate to quality, patient care, and technology will be viewed through a financial lens. Selling to the Hospital c-Suite.

Conversion 93

Conversion Health Care Face-to-face Training 93

Sales Training Connection

MAY 30, 2012

On the other hand, there are some basic best practices for selling in the medical device market that have been and will continue to be important. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. In the future business-as-usual will be business lost to competitors.

Health Care 113

Health Care Decision Maker Cold Calling Training 113

Showpad

JUNE 20, 2022

“Event-based marketing used to be huge. That’s Connor Fassnacht , Digital Marketing Lead for the Americas at Corian® Design , a DuPont Company. DuPont’s sales team focuses mostly on enterprise deals—universities, health care providers, retailers, food service, and national hospitality chains. Building for the future.

Account Based Marketing 98

Account Based Marketing Buyer Scale Customer 98

Sales Training Connection

FEBRUARY 29, 2012

Those who know the market best say the change is likely to continue. For example, an article in USA Today shares what hospitals are doing in relationship marketing. The article goes on to point out such marketing efforts are widespread – and highly effective in revenue terms. Existing Sales Force. Collaboration. Buying Models.

Health Care 72

Health Care Hiring Direct Mail Licensing 72

Sales Training Connection

AUGUST 4, 2015

Initiatives to contain costs will continue to be center stage and mergers among all the various business players, including health care suppliers, will continue. As the future unfolds today’s market-leaders are not guaranteed to be the ones that will remain at the head of the table. Let’s look at suppliers.

Health Care 50

Health Care Biotechnology Insurance Insurance 50