Comments on: Explaining Medical Sales: Part I

By: John

John — Tue, 08 Sep 2009 23:01:12 +0000

I had this experience talking to the sales recruiter for a surgical device company.

The recruiter asked if I had capital sales experience. I said yes but it turned out we were using a bit different definitions.

To this individual, the big idea about capital sales was that it’s a sale were I understood that actual business processes involved from the clients point of view. Sounds right so far if you think about it. However, implicitly even selling shampoo one usually has a good idea of the clients perspective.

So in this case the key really was experience in OR and surgical procedures. Besides surgeons and OR nurses, that “capital” OR sales experience could obtained from larger companies that train entry level candidates but not from this company.

Also, I think the issue is that this companies technology is new and different from the usual approaches. So really knowing more about these processes is needed to understand how the device would fit into a surgical procedure and make a big difference is a big deal. It’s the issues of selling “disruptive technologies.”

Anyway, that’s what capital sales meant to this person.

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Fri, 06 Mar 2009 09:25:10 +0000

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Wed, 10 Dec 2008 14:04:14 +0000

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Wed, 10 Dec 2008 03:36:59 +0000

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By: Explaining Clinical Sales–Part II – Medical Sales Jobs - New York, NY

Explaining Clinical Sales–Part II – Medical Sales Jobs - New York, NY — Tue, 09 Dec 2008 09:21:26 +0000

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By: Explaining Clinical Sales–Part II – Medical Sales Jobs - Los Angeles, CA

Explaining Clinical Sales–Part II – Medical Sales Jobs - Los Angeles, CA — Tue, 09 Dec 2008 08:36:42 +0000

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By: Explaining Medical Sales — Part III – Unlimited Job Postings powered by Job Board Engine

Mon, 08 Dec 2008 18:01:53 +0000

[...] whether you’re moving into it or moving around in it. In the first part of this series (Explaining Clinical Sales – Part I) we talked about what’s involved in capital sales, and in the second part (Explaining [...]

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Mon, 08 Dec 2008 13:48:44 +0000

[...] whether you’re moving into it or moving around in it. In the first part of this series (Explaining Medical laboratory Sales – Part I) we talked about what’s involved in capital sales, and in the second part (Explaining [...]

By: Explaining Clinical Sales — Part III – Medical Sales Jobs - Los Angeles, CA

Mon, 08 Dec 2008 11:12:15 +0000

[...] whether you’re moving into it or moving around in it. In the first part of this series (Explaining Clinical laboratory Sales – Part I) we talked about what’s involved in capital sales, and in the second part (Explaining [...]