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Medical Device Team Selling
by Janet Spirer, Co-Founder and Principal, Sales Horizons

Team selling is a challenge in every industry. In medical device sales, team selling is critical.


Pre-Call Planning: Don't Forget the Advance
by Janet Spirer, Co-Founder and Principal, Sales Horizons
Pre-call planning is critical to sales success. Too often, sales people plan the call objectives and questions - but don't think about the advance
Questioning is Key in Medical Device Sales Momentum
by Janet Spirer, Co-Founder and Principal, Sales Horizons

Selling medical devices is increasingly competitive - and all signs point to that trend continuing. So, what needs to be considered in designing a state of the art training program to help medical device sales people become competent using questions in a sales call?Everyone agrees … if you really want to be good at medical device sales, you must have great questioning skills. While the jury is in on the importance of asking questions, how you do it remains elusive.


Ten Laws for Team Selling Success
by Janet Spirer, Co-Founder and Principal, Sales Horizons
Selling in sales teams is a challenge facing many sales forces.
On-Boarding Sales People - It's Definitely Changed!
by Janet Spirer, Co-Founder and Principal, Sales Horizons
Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention.
Training New Sales Reps
by Janet Spirer, Co-Founder and Principal, Sales Horizons
Great new hire sales training can make a difference on some of those bottom-line problems that have been the focus of attention.
Achieving Sales Training Excellence Needs Both the "Dance" and the "Dancer"
by Richard Ruff, Co-Founder and Principal, Sales Horizons
What is required for sales training success? Well, it's important to get the framing right - having a "great dance and a great dancer."
Business-to-Business Selling
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Selling is a complex discipline involving many kinds of activities.
Crafting Your Value Proposition
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Quantifying your value proposition requires creating and communicating a clear, compelling picture of how your solution will drive your customer's business results.
Slaying Three Sales Coaching Myths
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Successful sales people - and sales management - know coaching is worthwhile, it can make a difference, and it should be a priority.
Physicians Share Some Ways for Sales Reps to Build Credibility
by Richard Ruff, Co-Founder and Principal, Sales Horizons

When asked what their top concerns are about selling medical devices, interacting one-on-one with physicians usually tops the list.


Five Keys to Successful Sales Presentations
by Richard Ruff, Co-Founder and Principal, Sales Horizons
If you're not in the business of selling, then good is probably good enough when setting a standard for presentations.
Medical Device Sales Reps Must be a Competitive Advantage
by Richard Ruff, Co-Founder and Principal, Sales Horizons
Underlying successful selling are medical device sales people who acknowledge the strategic importance of selling value.
A Few Ways to Generate More Payback from Your Case Study
by Angela Kambarian, President, Essential Communications
Let's face it: a well-written case study is one of your most potent marketing weapons.
Break the Email Delete Barrier
by Kendra Lee, President, KLA Group
Email is one of the most effective ways to reach your prospects today.
How to Avoid Becoming a Digital Prospecting Lemming
by Kendra Lee, President, KLA Group
Most sellers today prefer to send an email in an attempt to get in the door and secure an appointment.
Toward a Social Sales Force: Ominous Lessons from Rutgers
by Andrew Rudin, CEO, Outside Technologies, Inc.
Corporations face insidious risks when they don't monitor the online behavior of employees
11 Golden Rules for Lead Generation that Works
by Stephanie Tilton, Ten Ton Marketing
Effective lead generation requires strategic planning, a well-considered process, and continual attention.
Top 10 Ways To Stay Motivated In Sales
by Jeremy Ulmer
Inspiration is one of the best motivators, and it can be found everywhere
Lessons of Pumpkin Patch Marketing
by Norwin A. Merens, Managing Director, NM Marketing Communications
Explaining the item's value down to its last seed is critical to garnering new customers.
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