Chris Provines
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Is This The End of the MedTech Salesman or a New Beginning?

Is This The End of the MedTech Salesman or a New Beginning?

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...
Rep-Less Medical Sales Model: Wake up – It’s Just Part of a Bigger Procurement Trend

Rep-Less Medical Sales Model: Wake up – It’s Just Part of a Bigger Procurement Trend

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....
7 Reasons Why The “Rep-Less” Medical Device Sales Model Will Likely Stick

7 Reasons Why The “Rep-Less” Medical Device Sales Model Will Likely Stick

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...

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Recent Writings

  • Top 10 Pricing Mistakes of MedTech Innovators May 9, 2018
  • Why Does Procurement Talk About “Collaboration” but Negotiate Hard On Price?  March 13, 2018
  • Price Transparency is Knocking on Your Door – Are You Ready? August 24, 2017
  • 7 Signs Your Sales Team Doesn’t Get Procurement February 26, 2017
  • 5 Reasons Why Performance-Based Contracting Will Grow for MedTech February 11, 2017

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