SALES TRAINING FOR MEDICAL DEVICE COMPANIES

SPI Health helps the world’s leading medical device companies align with the expectations of today’s healthcare buyer to drive predictable revenue and profitability growth. We do this through sales training and enablement technology combined with the expert services of our dedicated life sciences practice. Discover how med tech companies around the world partner with us to create a unique selling advantage.

OUR SALES TRAINING PROGRAMS FOR MEDICAL DEVICE COMPANIES

The EBSS training program adds to the technical selling capabilities of the medical device sales representative. EBSS integrates the ability to connect clinical data to the product value by leveraging the principles and language of evidence-based medicine in a consultative dialogue. This enables representatives to enhance their credibility and build trust as they communicate the validity, significance and relevance of their solution.

Duration:
The standard version is a one-day, highly interactive workshop.

Strategic Value:
Evidence-based Solution Selling® (EBSS) provides medical device sales representatives with a repeatable and practical methodology to communicate the evidence-based value of their solution in the language of the customer.

The outcomes of deploying EBSS® include:

  • Revenue growth
  • Increased access to key physicians and healthcare professionals with a high level of buying influence
  • Improved brand differentiation and value articulation
  • Ability to establish the credibility of the clinical data while communicating the value of the solution

View all our programs.

Solution Selling® is a comprehensive training program for all sales professionals that enables them to understand and adapt their behavior to the buyer’s situation, create compelling messaging to generate new opportunities, plan and execute value-based sales conversations, position differentiators, access decision makers, manage the events in a complex sale and negotiate more effectively. As a result, the program enables sales representatives to increase win rates and revenue production while elevating the customer buying experience.

Duration:
The standard version is a two and a half day workshop.

Strategic Value:
Solution Selling® provides sellers with a clear map that the right steps will be accomplished in the right order. at the right time and in alignment with the buyer journey, resulting in increased sales productivity and revenues. The program is a catalyst for developing and maintaining a high performance sales culture – not only for the sales team, but for marketing, operations, customer support, and other operating groups within the company.

View all our programs.

Major Account Planning is a training program that enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in IDN’s, Managed Care Organizations, Hospital systems and other major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.

Duration:
The standard workshop is a two and a half day workshop.

Strategic Value:
Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts. The outcomes of this methodology are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering cost of sales and improving margins on business in that account.

View all our programs.

Evidence-Based Solution Selling® (EBSS)

The EBSS training program adds to the technical selling capabilities of the medical device sales representative. EBSS integrates the ability to connect clinical data to the product value by leveraging the principles and language of evidence-based medicine in a consultative dialogue. This enables representatives to enhance their credibility and build trust as they communicate the validity, significance and relevance of their solution.

Duration:
The standard version is a one-day, highly interactive workshop.

Strategic Value:
Evidence-based Solution Selling® (EBSS) provides medical device sales representatives with a repeatable and practical methodology to communicate the evidence-based value of their solution in the language of the customer.

The outcomes of deploying EBSS® include:

  • Revenue growth
  • Increased access to key physicians and healthcare professionals with a high level of buying influence
  • Improved brand differentiation and value articulation
  • Ability to establish the credibility of the clinical data while communicating the value of the solution

View all our programs.

Solution Selling for MedTech®

Solution Selling® is a comprehensive training program for all sales professionals that enables them to understand and adapt their behavior to the buyer’s situation, create compelling messaging to generate new opportunities, plan and execute value-based sales conversations, position differentiators, access decision makers, manage the events in a complex sale and negotiate more effectively. As a result, the program enables sales representatives to increase win rates and revenue production while elevating the customer buying experience.

Duration:
The standard version is a two and a half day workshop.

Strategic Value:
Solution Selling® provides sellers with a clear map that the right steps will be accomplished in the right order. at the right time and in alignment with the buyer journey, resulting in increased sales productivity and revenues. The program is a catalyst for developing and maintaining a high performance sales culture – not only for the sales team, but for marketing, operations, customer support, and other operating groups within the company.

View all our programs.

Major Account Planning

Major Account Planning is a training program that enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in IDN’s, Managed Care Organizations, Hospital systems and other major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.

Duration:
The standard workshop is a two and a half day workshop.

Strategic Value:
Major Account Planning provides account managers with a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts. The outcomes of this methodology are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering cost of sales and improving margins on business in that account.

View all our programs.

OUR DELIVERY METHODS

Our training programs for medical device companies can be learned through:

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