Author's articles
Moving Beyond Physician Preference in Medical Device Sales
By Janet Spirer · 13 years ago
A key to successful medical device sales, as in most sales situations, is getting the right message, to the right person, at the right time. Successfully networking in medical device sales requires knowing who's who ...
Questioning is Key in Medical Device Sales Momentum
By Janet Spirer · 13 years ago
Increasingly, a medical device sales force will not only have to sell its company’s competitive advantage; they will have to be good enough to be a competitive advantage. Mastering the art and science of asking ...
Taking Another Look at On-Boarding
By Janet Spirer · 13 years ago
Today a sales team must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies, it is increasingly difficult to sustain a competitive advantage by traditional means. ...
Training New Sales Reps – It’s Different
By Janet Spirer · 13 years ago
A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new ...
Physicians Share Ways Medical Device Sales Reps Can Build Credibility
By Janet Spirer · 13 years ago
When asked what their top concerns are about selling medical devices, interacting one-on-one with physicians usually tops the list. And it's very understandable. No matter how much clinical training they receive, interacting one-on-one with a ...
Medical Device Team Selling – Critical for Sales Success
By Janet Spirer · 13 years ago
Selling as a sales team does not guarantee success. As a matter of fact, teams are frequently misused and ineffective. On the other hand, some organizations have cracked the code and consistently use teams successfully. ...
Six B2B Sales Best Practices
By Janet Spirer, Ph.d. · 13 years ago
Selling is a complex discipline involving many kinds of activities. Some are customer-facing (e.g., making a presentation). Others are background activities (e.g., researching the customer). In that complex array of activities there are innumerable qualities ...