State of Medtech’s Post

Want to close more deals? If your primary strategy has been Focusing on features & benefits Talking at physicians Stop Start Showing the clinical value Listening to the HCPs biggest pain points Don’t overthink the sales process. ✊ P.S. Ready to rock your week? Share this #meddevicemonday ♻️ Repost to inspire your network - #medicaldevices #medicaldevicesales #salestraining #medicaleducation

Navigating Health Tech Sales: Insights from Clinical Product Specialist Interview with Bailey Morgan - BeKey 🔍 #InterviewInsights: Clinical Product Specialist Bailey Morgan shares valuable tips for navigating health tech sales in a recent interview. 💡 #UnderstandingTheMarket: Learn about the importance of understanding the healthcare market and identifying key stakeholders. 📈 #SalesStrategies: Discover effective sales strategies for healthcare IT products and services. 🤝 #BuildingRelationships: Find out how to build strong relationships with healthcare professionals to drive sales. 🌐 #DigitalMarketing: Explore the role of digital marketing in promoting health tech solutions. 📊 #MeasuringSuccess: Gain insights on measuring the success of health tech sales efforts. Watch the full interview for more expert advice! #HealthcareIT #SalesTips ai.mediformatica.com #health #healthcare #clinical #startup #digital #found #digitalhealth #healthsystems #healthcaresystems #this #trust #about #healthit #healthtech #healthcaretechnology @MediFormatica (https://buff.ly/48kkU4I)

When selling to a surgeon there's a difference between a "challenger sale" and pissing them off. When discussing their approach, you may have to "push back" against what you're told. Many reps confused this approach with directly challenging the surgeon into a clinical debate, which they always lose. Even if the clinical data is on your side, you've now pissed off your prospect and likely embarrassed them. 𝐘𝐨𝐮 𝐝𝐨𝐧'𝐭 𝐧𝐞𝐞𝐝 𝐚 𝐬𝐮𝐫𝐠𝐞𝐨𝐧 𝐭𝐨 𝐬𝐚𝐲 "𝐈 𝐝𝐨𝐧𝐭 𝐚𝐠𝐫𝐞𝐞" 𝐚𝐧𝐝 𝐬𝐭𝐚𝐫𝐭 𝐝𝐞𝐛𝐚𝐭𝐢𝐧𝐠 𝐲𝐨𝐮. You need a surgeon to say "Tell me more". That's where the magic of persuasion and clinical adoption happens. If this resonates, repost to share with others ♻️ and follow me, Omar M. Khateeb for more in future. #medicalsales #medicaldevicesales #medicaldevices #medicaldevice #medicalsalesrepresentative #medtech #digitalhealth #medicine

My go to question as a med rep: 𝐖𝐡𝐲? Doctor: This isn’t a good fit for my practice. Me: Why? This gives you the opportunity to dig deeper, understand their thinking, and truly figure out if there is an opportunity to help them. Our instinct might be to defend our device and “overcome” the objection. It's better to seek to understand. If you don’t understand, how can you help? 𝐁𝐞 𝐜𝐮𝐫𝐢𝐨𝐮𝐬. 𝐀𝐬𝐤 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬. #medicalsales #sales #medrep #healthcare

Most medical reps are YES-people. Specifically, they tend to avoid challenging doctors and other HCPs when they make statements or assertions that may not be correct. Why? Often, it's fear of alienating the customer and harming the relationship. Many reps believe that challenging a qualified expert like a doctor shows a lack of respect. And it's uncomfortable, because when it comes to medicine, you know they know more than you. It's foolish to challenge what a healthcare professional knows, but, it's essential, when necessary, to.... Challenge what they think. Challenge them with realistic scenarios. What would they do if _________ ? It's okay to ask questions, such as "Many of your colleagues take the approach of _______________. You prefer to _________ instead. What are the benefits of doing it your way vs. what your colleagues do? What is your fallback if _________ happens? Are there any circumstances where doing it the way your colleagues do might be beneficial? As a medtech rep, you wear many hats. The ability to challenge a customer/s thinking is a major part of your job. True or false? #MedicalSales #HealthcareSales #MedTech #PharmaSales #HospitalSales

In the world of healthcare, the role of a medical device salesperson extends beyond just closing deals. It's about understanding the needs of healthcare professionals and patients alike. Every device we offer has the potential to save lives, enhance patient outcomes & improve the overall efficiency of medical care. What makes this field so unique? It's the constant evolution, the innovation that never stops & the challenge of staying ahead in a rapidly changing landscape but more importantly, it's the satisfaction of knowing that what we do makes a real difference in people's lives. Building strong relationships with healthcare providers is key. By understanding their challenges, we can offer tailored solutions that not only meet but exceed their expectations. Let's continue to push boundaries, innovate & support the incredible professionals who make a difference every day. #MedicalDeviceSales #HealthcareInnovation #PatientCare #SalesExcellence #Health #Medical #Distributor #MedicalSales #HealthcareTechnology #InnovationInHealthcare #SalesSuccess #MedTech #PatientOutcomes #HealthcareSales #SalesLeadership #MedicalDevices #HealthcareSolutions

In one of my recent meetings with a healthcare organization, I witnessed a moment that reinforced the impact our work in medical device sales can have. They shared how a new Patient warming device we provided had significantly improved patient outcomes. It's not just about the technology; it's about the lives touched, the recovery stories, and the sense of hope restored. When clinicians see more accurate, real-time data, they can provide better, faster treatments. This meeting reminded me that every negotiation, demo, and follow-up call isn't just part of the sales cycle—it's part of a much larger mission. In the end, this role is about bridging the gap between innovation and patient care.Every device sold is a step towards a healthier world. Let's keep pushing forward, knowing the stakes are high and the rewards are immeasurable #Healthcare #MedicalDeviceSales #PatientOutcomes #Normothermia #Innovation #PatientCare #Technology #SalesCycle #Clinicians #HealthierWorld #MedicalDevices #RealTime

The vast majority of med tech reps have a commanding knowledge of their products. But there's one thing that's essential to know about a product could help you sell a lot more of it, and that is... Why a customer chooses your product over a competitive product. Here's why... The best way to sell a product is with a story. And the best stories to tell a HCP revolve around what other HCPs who are just like them do in specific situations that the HCP you're talking to is likely to encounter. Most reps THINK they know why a customer uses their product (and many reps believe it's because of them, which might be true, but you'll get more mileage out of knowing what it actually is). It's worth your while to ask your satisfied customers why they use your product. If it's truly a powerful reason that may have some influence on other decision-makers, ask if they would mind if you used their name or if you could share what they told you. And if the answer is no, you can still tell the story, but without identifying the source or other specifics (not as compelling, but still useful). You don't sell a product, you sell successful outcomes. Make those outcomes real with real stories. Know why your best customers use your product and share it with the world. #MedicalSales #HealthcareSales #MedTech #PharmaSales #Hospital Sales

And the award goes to… Introducing AJ’s LinkedIn Gold-In Globe Awards 🏆 Criteria: Connected with me in last 12-18 months, work within med device (or healthcare), & post consistent value on LinkedIn. Disclaimer:    This was meant to be fun  & shoutout a few special people but so many more I could recognize. Category: Medical Device Sales Industry If you’re in med device sales or are trying to break in, This is the playbook I would want.   Highly recommend giving them all a follow. *Winner profiles tagged in the comment section. P.S. Enjoy the last slide - I like elite endings. If any of these here have helped you. ♻️ Repost to your network & share the value. Let’s make it a feel good Friday! - #medicaldevices #medicaleducation #medicaldevicesales #salestraining #salescoaching 

🔑 Elevate Your Medical Sales Strategy with These 3 Key Points 🔑 1. Understand Your Audience: Know the needs and challenges of healthcare professionals and decision-makers to tailor your approach effectively. 2. Highlight Value Proposition: Clearly articulate how your product or solution addresses specific pain points and delivers tangible benefits for the healthcare provider and patients. 3. Build Strong Relationships: Cultivate trust and loyalty by investing in meaningful connections, offering exceptional support, and demonstrating a genuine commitment to your clients' success. Mastering these key points will drive success and differentiate you in the competitive landscape of medical sales. #MedicalSales #HealthcareInnovation #SalesExcellence #consultativeselling #relationshipsmatter