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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 sales reps. Continue
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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. Continue
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Selling to experienced vs. new physicians - it's not just more of the same
Like many others, we've written about how physicians increasingly are becoming cost-conscious - especially as more and more doctors find themselves hospital employees - either through purchasing practices or assuming hospitalist positions. Continue
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Sales performance - leveraging the potential of disruptive trends
If you are a VP of Sales, adjusting to constant changes in the marketplace is the new normal. Fortunately most of the changes are minor and require only fine-tuning tactical adjustments.
On the other hand, from time to time disruptive trends emerge that upend the market in ways few ever imagine. These trends are often difficult to foresee and they produce transformational changes. Continuelick here to read more.
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