The Medical Device Business Journal — Medical Device News & Articles | MassDevice
By CMR Institute
Preparing for new product introductions in any environment is challenging, and ACOs are no different. The key is finding the right fit for a new product in an ACO, which requires understanding the challenges that ACOs face. Some of the key issues for ACOs include:
By CMR Institute
Healthcare sales teams need to recognize that selling to ACOs requires a more educational approach, says Anthony Slonim, MD, DrPH, CPE, FACPE, President and CEO of Renown Healthand CMR Institute’s Board Chair.
In this one-minute video, Dr. Slonim explains the three things every sales professional should know when calling on ACOs.
By CMR Institute
Healthcare sales professionals need to develop a deep understanding of the issues affecting their ACO customersbefore they meet in person, says Jeff Farber, MD, CEO, Mount Sinai Care (ACO), and Chief Medical Officer, Mount Sinai Health Partners (MSO).
By CMR Institute
When trying to find success with selling to the C-Suite, have you considered?
Continued from Part One…
From the second endoscopy center, we drove down to a hospital where they rep had recently sold a Beamer system, an electrosurgical unit which can be used to stop bleeding in the digestive track. Unlike surgeons, who love blood almost as much as vampires, the rep explained that the tension level in the endoscopy suite usually goes through the roof when there is a “bleeder”. He told me that some of the cautious G.I. doctors in rural areas will send their patients to urban hospitals at the first suspicion of blood.
Part One…
A couple of weeks ago on a Wednesday morning, I met up with the local sales rep for ConMed Endoscopic Technologies before 8:00 am. Like the rep, I was decked out in a pair of scrubs and a comfortable pair of running shoes.
It happened to be GI Nurses and Associates Day. Who knew there was such a holiday? Apparently, I had a lot to learn!
Our first stop was a nearby endoscopy center, where due to the festive occasion, we dropped off some bagels. One of the nurses invited us back to a large storage room. The walls were lined with products from different companies.
I spoke to a talented medical device saleswoman recently. Her dedication to her job is exceptional and she routinely works 90 hours a week. She is a single mom and is fortunate that her mother lives with her to help care for her children. The number of hours she works is definitely on the high end, but she finds great satisfaction in her job and knows her children are well-provided for.
International Women’s Day was first introduced to me by a close friend of mine who is from Russia. It is considered an important day for Russian men to honor women — not as wives or mothers — but as equal members of society.
There are marches and events in countries around the world this week calling for greater equality for women in all areas of life. One story on the radio yesterday was about a woman in China who wanted more opportunity to pursue her career.
It’s often said that people don’t quit their jobs — they quit their bosses. But what people tell me most often is that they want to leave because they are not making as much money as they’d hoped. I’ve been trying to reconcile these two things in my mind lately. I think both may be true.
There comes a time in every interview process when potential first-year income must be discussed. It’s always tricky to predict in Year One what someone will make in a new sales position. There are so many variables: The condition of the territory and existing pipeline, the learning curve, work ethic, and sometimes just dumb luck.
Because medical device sales is considered such a desirable career path, I often receive emails like this one:
I joined LinkedIn back in June 2005, back when on-line social networking was still in its infancy. Back then, Facebook only had five million users.
It’s amazing how much has changed. Five years ago, LinkedIn was more of a curiosity than anything. When I used to ask people if they were on LinkedIn, they would ask, “What is that?” Frankly, I didn’t use it much back then and knew little about its functionality myself. A few thousand connections later, I’ve learned a thing or two about the site. These days, LinkedIn is as ubiquitous as Kleenex.
