Three Barriers to Optimizing Your Pricing and Contracting Practices

Posted by Carlos Garmendia on May 4, 2017

The power of optimized pricing and contracting practices can be distilled down into a simple formula: Selling more at a higher net price while reducing the cost of operations will result in sustainable profit growth. Yet many medtech companies struggle to find effective ways to aggregate, assess and analyze pricing and contracting data, and to generate relevant insights to maximize sales for existing contracts, optimize price offers for new contracts, and streamline all supporting processes. Put simply, they’re leaving money on the table.


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Transitioning Away From 100% Commission Is Easier Said Than Done

Posted by Russell Schubert on April 27, 2017

Like making a soda commercial that doesn’t offend, or bumping a passenger off of an overbooked flight, transitioning sales reps from a 100% commission plan to a quota-based plan seems simple enough on paper, but as recent history demonstrates, their successful execution is easier said than done.


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The Game Has Changed

Posted by Brian Chapman on April 21, 2017

Pete Masloski co-wrote this blog post with Brian Chapman.

This post originally appeared on Medical Device & Diagnostic Industry’s blog, DeviceTalk.

The 1980s were a time of great innovation for the medical technology industry. In vitro diagnostics were exploding with amazingly relevant diagnostic tests coming out every month. Self-monitored blood glucose meters came out and changed how diabetics managed their diseases. Implantable cardioverter defibrillators dramatically reduced the risk of death from ventricular fibrillation. Angioplasty, pulse oximetry, mainstream use of laparoscopic procedures—the list of product innovation is staggering.


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To Sell to IDNs, Try Containment

Posted by Yuta Ito on March 16, 2017


Recently, I was having a conversation with the vice president of sales at a medical diagnostics company—let’s call him Joe—on pain points and challenges that his organization is facing. He brought up integrated delivery networks’ consolidation and its impact on his sales strategy. The topic is by no means a new thing. In fact, hospital systems have been on a shopping spree for the last few years, and ZS has predicted that by 2020, the top 50 IDNs will manage 50% of all hospital admissions. What Joe was bringing to light were the implications of these integrations and how they directly impact his deployment considerations.  


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How Much Do You Trust Your Sales Reps?

Posted by Andy Kach on February 14, 2017

For as long as there have been sales reps, sales leaders have questioned how much they can trust information coming from those reps. It’s a sad state of affairs that many companies don’t trust their sales reps to provide data that’s accurate enough for the organization to act on. The truth is that some reps will provide false information to help themselves, particularly when it can be linked back to incentive compensation. While a few bad apples give the industry a bad reputation, it’s much more important to remember that most reps are trustworthy and have information that can be extremely valuable to the organization.


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