During A Joint Sales Call, Are You A Potted Plant?

Before we started a recent training program on Sales Call Planning and Execution we asked the participants to tell us what they would like to achieve from the training. There was one question that arose from several of the participants. It was as follows: “How do you avoid having people from your organization go on […]

Selling to a Not-For-Profit Hospital? Could Endowment Funds Help You?

Most MedTech sales professionals don’t realize that when selling to a Not-For-Profit (NFP) hospital the funds for the purchase of their product, service or solution may come from the use of Endowment Funds. There are two types of funds: Permanent Endowments are those that have been restricted by donors and are monitored by the hospital […]

Do Checklists have a Role in MedTech Sales?

A significant number of professional organizations have integrated the use of checklists to manage time-sensitive projects. Astronauts, IT professionals, and others in high risk industries use rigorous checklists to help them avoid potential hazards. As an example, every pilot goes through a pre-flight checklist before he pulls away from the gate; its standard operating procedure […]

MedTech Sales Professional: How Are You Improving Your Craft?

If you’re in MedTech sales you have a designated territory and a sales goal. Making the “plan” is your number one objective. If you are a 1099 and self-employed, you are a hunter who only gets paid when you consistently hit the target, otherwise it’s a long dry season. Successful MedTech sellers recognize that the […]

13 Questions You Should Be Able to Answer in Every Opportunity Review! Part 2

Within MedTech sales every sales professional manages a myriad of sales opportunities. Each of these is at different stages of the buying process within their “sales funnel.” It is good practice to review the most important opportunities with your manager. Best in class sales organizations do these reviews with a finite schedule, when key changes […]

Most Common Reasons Why MedTech Deals Derail!

No sales professional wins every deal. Ideally they lose early in the sales funnel and not late so that they don’t waste company time and resource on opportunities that they cannot win. If you have qualified opportunities in your funnel that you have a fighting chance of winning then manage them carefully so that they […]

9 Ways Marketing Will Impact MedTech Sales: Part 2

As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]

9 Ways Marketing Will Impact MedTech Sales: Part 1

As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]