by Chris Provines | Oct 26, 2015 | Buying Behavior, Med Tech, Sales Models, Trends, Value Selling
“It use to be the wild west in the beginning,” a friend and recently retired MedTech sales leader said when he described the early days of selling medical technologies. He discussed his experience selling a technology for a new procedure. This was about twenty years...
by Chris Provines | Mar 28, 2015 | Sales Models, Trends, Value Marketing, Value Selling
The “rep-less” medical device sales model has generated a lot of focus and discussion recently. Some people believe it’s just a fad and will go away. Others feel it’s an inevitable piece of the puzzle of extracting costs out of our healthcare system....
by Chris Provines | Dec 4, 2014 | Commercial Execution, Sales Models, Trends, Value Selling
The rep-less medical device sales model has gotten a lot of focus recently. Modern Healthcare ran a story about the rep-less model. Over the past year, numerous device manufactures have announced creating new rep-less models. A lot of the press surrounding the...
