Navigating the new sales terrain
This article was originally published in Clinica
Executive Summary
While the recession has resulted in healthcare customers having to face shrinking budgets and delaying purchasing decisions, medical industry sales teams are still charged with maintaining profitability and growth of their companies. What sales strategies and techniques work in an economy facing the most unsettling conditions in decades? How can companies increase sales effectiveness without adding headcount? In this article, the first in a two-part series, Connie Mardis, director of global marketing education at Siemens Healthcare Diagnostics, and Chris Mitchell, director of global accounts at sales and service performance specialist Huthwaite, examine the feasibility of traditional sales methods in today’s economy and explore new strategies that have proven successful