John Crowder

The medical device industry is facing major headwinds to revenue growth, and many of the challenges are self-inflicted. Sales training that has focused mostly on product and disease-state, messaging campaigns, activity, and rapport-building has left sales professionals ill-equipped to drive results in today’s complex healthcare environment. While more organizations have hired clinicians to diversify their customer-facing teams and help increase product utilization, an aversion to selling is undermining their effectiveness in this new role. A new approach is needed to stem the frustration and turnover and keep revenue growth on target. This session will provide a comprehensive, actionable roadmap for turning “tellers” into valued partners and for equipping everyone with the mindset and skillset for sales success.