As the summer season approaches, it’s time for my usual break. For a few weeks, I will pause my postings and plan to return to my regular schedule of bi-weekly updates in September.
Before I go, I’d like to share a summary of some series I’ve published over the years:
Cultural Factors in International Medical Sales
Selling medical products (devices or drugs) internationally involves understanding and managing cultural differences. Parts one and two of this series examine the importance of cultural sensitivity and the key elements of a country’s culture, and their impact on sales.
The Importance of Cross-Selling and Upselling
In medical sales, upselling and cross-selling are often seen as unethical tactics, and sometimes this view is justified. However, in the first and second posts of this series, I provide practical advice on how to effectively upsell and cross-sell, demonstrating that these practices can be honest and beneficial for business growth.
Value Proposition Design for Medical Products
The market success of a drug or medical device is strongly determined by its value proposition. Designing and communicating a compelling value proposition to all stakeholders is a crucial medical marketing activity. In this four-part series, I start with defining the value proposition of a medical product and continue with developing a compelling one using a practical tool – the Value Proposition Canvas.
Sales Lead Qualification
In my opinion, sales lead qualification is a vital process that the sales force should use to determine the best sales targets. It is a critical part of a well-constructed sales strategy. To increase sales success, you should develop and implement a reliable lead qualification process. These two posts (part 1 and part 2) explain how this process works and describe common strategies for lead qualification.
Medical Sales Targeting
Reaching the right doctor with the right product, the right message, at the right time is the essence of targeting and medical marketing in general. The recently published series of four posts covers common targeting mistakes, identifying the most promising prospects, delivering the right message, and the optimal timing for message delivery.
I hope you will check out my next post in September about medical sales.
Until then, happy holidays!
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Enjoy your summer break!