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5th issue impacting medical sales in 2013 – customer satisfaction
In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues Hospital-physician alignment grows ACOs are on the rise Hospitals will continue...
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Medical sales value imperative – help physicians decrease risk
Medical sales Physicians are in the risk management business – trying to avoid risk or at least manage it. So, when physicians interact with medical sales reps they are looking for people with...
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Medical sales – ask for commitments if you want to win
Medical sales - getting a commitment 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...
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Medical Sales – Blog Round-up – Winter 2013
Medical Sales Round Up 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 2013 – in the Medical Sales –...
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Medical sales – tailoring sales to physician preferences – An STC Classic
A Classic - '63 Corvette There is no one way physicians prefer to interact with a medical products company. Many factors influence the physician’s view of the ideal experience. Personal preferences,...
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Medical device sales – the book of knowledge is expanding
Book of Knowledge When we first began working with medical device companies, we heard a VP of Cardiac Devices open our sales training program. More than ten years have passed since we listened to...
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Selling value in the medical device market – good is not good enough
Medical device sales Medical device sales – underlying sales success in this market is the recognition that selling value is a strategic imperative. This challenge requires abandoning the product sale...
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Medical device sales – tips to leverage the power of storytelling – An STC...
A Classic - '63 Corvette Sales and storytelling – 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...
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Medical sales – transformational changes demand sales strategy shifts
Transformation changes affecting medical sales Historically, once a new medical device was launched, add-on innovations were introduced over time that increased the cost. And, all that turned out okay...
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Medical sales – grabbing physician attention – An STC Classic
A Classic – ’63 Corvette Do docs have time to see you? Unfortunately “No” is often the answer. This lament is familiar from patients – and we’re certainly hearing it from sales people selling in the...
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