Essential Skills of the New MedTech Account Manager
The healthcare eco-system is in flux as implementation of the Patient Protection & Affordable Care Act unfolds. New reimbursement models are forcing collaboration between payers and providers to improve patient satisfaction and health outcomes. As healthcare stakeholders begin to take more financial risk for patient outcomes, they will demand value-based products and services be provided. […]
Are You a “Memorable” Sales Rep?
You just made a sales call. You think it went well. The buying influence addressed all of your questions. You now believe that you have developed a corporate connection that lays the foundation for a mutually agreed upon next step. In retrospect, ask yourself, “Did you make a lasting impression, one that will resonate throughout […]
12 Factors to Consider in Every New Product Hospital Sale
You have just received training on your company’s newest product and Marketing has you jazzed about it. They have provided you a profile of the ideal customer and several buyer personas. They have mapped the buy-sell process and developed a sales playbook. They have even included a target list of questions to ask that will […]
Differentiation: Standing Out in a Meaningful Way!
To differentiate is to stand out in a crowded field and to be different in a way that is meaningful to each individual buying influence. Without differentiation the status quo looks pretty good and there is no reason to consider your product, service or solution. Differentiation prevents the buyer from commoditizing you even when they […]
Hospital Sales 101: I Never Saw It Coming!
It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of […]
Hospital Business Acumen: Are you Sales Representative X, Y or Z?
Here is an example. Imagine three sales reps (X, Y and Z) from three different manufacturers’ all vying to be the replacement vendor for a hospital that is going to purchase ten (10) mechanical ventilators at $25,000 each. Rep X currently has the business and a lot of long-term relationships within the hospital and Respiratory Therapy […]
