Hisense USA的动态

The #1 Med Device Sales Success indicator for reps at the biggest healthcare network in the country, is complicatedly simple. The question is only 4 words, but the reasoning behind the answer is the truly revealing part. No, the question isn't "Are you on contract?" Although the biggest healthcare system in the US has an annual budget ("budget", not revenue target) of over $121 Billion; success at the VA (yes, "that" VA) boils down to this: Do...You...Show...Up? The single greatest indicator of success at the VA is do the reps even show up! It seems overly simple but in an industry driven by contract status, many reps "skip" the VA because success requires time. Time that could be spent at a lower commission...but EASY account because the item is "on contract". This is a successful strategy if the company/products you rep are on-contract elsewhere and you do not need to develop new accounts. Because soooo many reps choose the easy option and skip the VA, reps who show up and are ready to have a value/patient based conversation win the business. Reps who show up and earn the VA business enjoy long-term HIGH COMMISSION sales. Companies whose reps show up at the VA enjoy higher profit margins (which in turn helps balance out the price erosion every where else). If you want quick and easy, skip the VA and stick to "on-contract" or price focused accounts. If you want high commissions and strong profit margins...walk in and introduce yourself to the VA...(BTW, selling there can be easy too when done right!) #meddevice #sales

I had a recent teeth cleaning at a new office, and the hygienist said “man I always wanted to do medical sales. I’m just not salesy. I would suck.” The he proceeded to ask me questions about my teeth, my history, what I’m currently doing to keep my mouth healthy, etc. After saying what I’m doing and admitting my inconsistencies and I’m not where I want to be in terms of oral hygiene, he said you’re doing great. Nothing is wrong right now, but just keep in mind in the future if you fail to change a couple things, these things will likely happen. He then made a couple expert recommendations and explained simply what they’ll do for me and in what timeframe. I walked out with confidence, my next appt booked, 2 products ordered on the spot from Amazon, and have a very expensive mouth guard on the way, ha! My man is a seller! We all are if we can become subject matter experts, ask questions to understand, diagnose appropriately with confidence, and ask for the business. Who else in non-sales roles are low key great salespeople?

excelTRAK: The Ultimate in GPO/IDN Admin Fee & Rebate Reporting with Powerful Sales Management Tools What challenges do you currently face in calculating and paying administrative fees to GPOs? How often do you experience discrepancies or disputes with GPOs/IDNs or distributors regarding sales data or fee calculations? How much time does your team currently spend on manual processes related to sales data collection and fee calculations? What impact does this have on operations, revenue, and GPO/IDN relationship management? How do you stay up to date with: adding/changing/deleting/expiring contracts; contract/rebate notifications; renewals; chargeback processing; GPO/IDN affiliation and parent/child relationships? In today’s competitive healthcare landscape, managing admin fees, rebate reporting, and sales operations can be a complex challenge. That’s where excelTRAK by Excelerant Consulting comes in. excelTRAK streamlines the management of administrative fees and rebates while offering robust sales management tools. Our platform simplifies processes, enhances visibility, and ensures your team has the data they need to make informed decisions - all in one user-friendly, automated system. By integrating excelTRAK into your operations, you gain more than just a tool—you gain a strategic advantage. Contact us to learn more: https://lnkd.in/gaRt5qMG Excelerant Consulting, LLC Rob Bahna

?? Where are our dental sales professionals? 3 things to do this week. 1. Identify procurement manager or director in your biggest DSO. 2. Set up a meeting to review current frustrations. 3. Work together to provide a solution to those problems. Control the urge to show up products and launches. Be a valuable partner and they will look for ways to increase their business with you. #dso #dentalsales

Pascal Hoffmann is looking Sr. Manager, Product Strategy to join his team! It’s Friday people and that only means one thing. Friday is when positions are posted the most, but also the day nobody is applying even though this is the best time. Hiring managers procrastinate just like you and there is no other time product manager roles are posted on LinkedIn more than late Friday afternoon and a little bit on Saturday mornings. I do this every week and yet people still complain nobody is hiring. Are you noticing the pattern it’s the same types of companies that are hiring product managers over and over again that are looking for the same types of experience. This should be a clue as to where the market is headed and why you may or may not getting any traction on your product manager job hunt. You can see the data on my LinkedIn feed. The majority (not all) of these product manager roles are in the following niches: Digital Payments Healthcare or Health Tech E-commerce Data Privacy? Cybersecurity Growth AI Product Strategy and Roadmap Recently Funded Startup of First PM Hire (??????) Automotive Product Leader (ie Head or Director of Product Management) I have a resume template for each type of product manager role in Skool! https://lnkd.in/gtQjCfUH See you in Skool.? https://lnkd.in/gtQjCfUH Don’t be late to Skool.? https://lnkd.in/gtQjCfUH PS Are you curious how my team is able to get to these roles as fast as we do? You can find out the hack in Skool! https://lnkd.in/gtQjCfUH Don’t be late to Skool! https://lnkd.in/gtQjCfUH #productmanagement #productmanagementcareers #productmanagementjobs #speedtolead

Medical Sales Rep: Have your ever wondered why won’t your physicians won’t give you “all” their business in your category? (Sometimes they do) A couple of reasons: ? They appreciate the hustle by everyone and want to share the love. ? In your category they might have one product from your competitor they can’t live without. ? They want to know they have quick access to multiple reps that carry the similar products so they can get something if their provider can’t. ? May even come down to pricing or what is on the GPO contract. ? A product sku may not be in hospitals ordering system and they can’t order it. Obviously make a play for as much business by your current physicians and accounts as you can. But don’t keep beating your head against the wall if you realize it’s a dead-end. Remember bullet 3 on my list ??and keep up the great work - Embrace technology - Use your CRM - Remember you are an extension of your accounts. Go get it!

?? Myth or Fact? ?? MYTH: Contract sales reps lack the commitment of full-time employees. FACT: Many contract reps are seasoned professionals who bring years of expertise and a high level of dedication to every project. At MDLiaison, we ensure our contract reps are not only skilled but fully committed to delivering outstanding results. When you hire the right talent, commitment comes naturally! #SalesSuccess #MedicalSales #CommitmentToExcellence #MDLiaison #MythBusting #ContractSales #TopTalent #SalesFacts

What the heck do Account Managers actually do? SDR’s ask me this question at least once a week. Most people think Account Managers: 1. Deal with customer support inquiries 2. Run all the customer trainings 3. Have a lot of admin work 4. Answer questions all day 5. Get easy renewals I will say this. The Account Manager role is very different at each company. However, typically the customer support team handles technical questions. Customer trainings are ran by the customer success team. Renewals are not as easy as they seem all the time. In my opinion, there is a good amount of admin work, but I feel like it’s the same amount I was doing as an AE. What Account Managers actually do: 1. Strategically find upsells/cross sells 2. A lot of relationship development 3. Delegating questions to the right resources 4. Handling renewals Account Managers, what else would you add?

Each job function involved in a B2B buying decision will have different objectives, KPI's, wants, needs and agendas Having a single champion is a very risky game in 2024.. An opportunity needs to have multiple champions from different departments in the organisation Think about your own opportunities live in pipeline today....who needs to be involved? Legal, IT, Finance, Procurement, Marketing, Sales, Compliance?