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Medical device sales - invest in sales training 2.0
If you have the opportunity to read SPBT's Fall 2011 FOCUS Magazine issue, you'll see an article Dick and Janet wrote about sales training 2.0. Here's a preview and link directly to it ....
Running the sales force for a medical device company has never been for the faint of heart - and it isn't getting easier. The medical device market is in the midst of a transformational shift. Hospitals are being pushed to provide higher quality at a lower cost per patient, yet deliver solid financial results. Reimbursements are declining, metrics are changing, competition is expanding, physician alignment is growing, and the demand for services is increasing. Sales people need to be able to sell successfully in this new environment. Continue →
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Selling to hospitals - 10 roles for internal champions
 Top performers are good at developing internal champions - rightly so, they are crucial to winning key business. Why? Increasingly a lot of selling is going on when sales people aren't there so they need someone to "tell their story" when they're not around to differentiate them from their competitors. We asked four first line and middle sales managers at a medical device company for their advice. Continue →
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Medical device sales - the sales process is changing
The global medical devices industry, while large, is very competitive. Worldwide sales for 2011 are estimated to be more $300 billion in 2011 with the U.S. being the largest market.
The U.S. medical device industry is growing due to aging Baby Boomers, unmet medical needs,and increasing incidences of lifestyle diseases - like cardiovascular, hypertension, obesity, and diabetes. However, all isn't rosy; the medical device industry faces several issues - pricing concerns health care reform, reimbursement pressures, and increasingly regulations. Given this picture, what are the implications for medical device sales people? Continue →
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Medical device sales - 8 questioning traps hindering sales success
Medical device sales people are often coached to "talk a little bit less and get better at asking questions." In most cases this is a solid piece of coaching advice. Most sales people talk too much, listen too little and don't ask enough questions.
The problem is "doing a better job at asking questions", is easy to say, but not so easy to do. There are many traps on the road to getting better. Here are eight we too often see. Continue →
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