What is a “farmer” in medical device sales?
Farmers strengthen pre-existing relationships at accounts by providing superior support. There are a few reasons to do this, the first being the ethical obligation. You are selling products used on living people in medical procedures. You should take a lot of pride …
Breaking down the medical device sales cycle – Stage Four: Purchasing
After completing a successful trial, you must proactively obtain your stocking order. Feet drag during this step in the sales cycle, and that’s not because the hospital doesn’t want your product. It takes effort to introduce your product into the hospital’s purchasing …
Breaking down the medical device sales cycle – Stage Three: Trial
At this point in the sales cycle, you will be sharing your product with physicians and staff. Before attending your first case, you must in-service those who come in contact with your device. This type of presentation explains how your device is …