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Medical device sales - sales managers play a pivotal role for sales productivity
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. Continue
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Medical sales - ask for commitments if you want to win
Asking for a commitment that moves the sales process forward - too often it's the forgotten last step in a sales call. Unfortunately, it's also a critical one. How often have we been in a sales call where the physician nods in agreement and we leave the call thinking it's been successful? But, you quickly learn otherwise. The physician doesn't support moving to your product, doesn't support a clinical evaluation, doesn't use your device for the "next four cases" or perhaps just doesn't do what you thought they would - like talking with a colleague about your solution. Continue
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Selling value in the medical device market - good is not good enough
Underlying sales success in the medical device market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale and moving to selling value. How do you make the switch? This blog discusses the how to. Continue
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Medical sales - the book of knowledge is expanding
When we first began working with medical device companies,we heard a VP of Cardiac Devices open our sales training program. More than twn years have passed since we listened to those program opening, but one thing Tim said always stuck with us. He talked about a Book of Knowledge that medical device sales reps need to learn. Continue
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More about major account selling
Mastering Major Account Selling - FREE ebook and mobile app - Explore the skills and competencies of top performers selling in major accounts
Getting Sales Strategy Right in Major Accounts - FREE white paper - 15 best practices for foruulating and executing sales strategy in major accounts to drive revenue
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