HIDA Consultative Selling

Consultative Selling: Seminars For Sales Reps and Managers
Thursday, September 10, 2009 | 8:00 a.m. - Noon | Potomac 1-6

Every sales rep and sales manager must challenge themselves to be more productive, creative, a innovative in these times. The power-packed education seminars offered only at HIDA's MedSurg Conference & Expo™ will provide the skills you need in only four hours.

Earn up to four Accredited in Medical Sales (AMS) points by attending the education seminars.
Each session qualifies for one AMS point.

Time	Session	Speaker
8:00 a.m. - 8:50 a.m.	General Session: What It Really Takes to Be a Consultative Seller	Steve McClatchy
Sessions for Sales Reps
9:00 a.m. - 9:45 a.m.	Know More! The Key to Becoming a Valued Resource to Your Customer	Sam Richter
	Leveraging Technology to Increase Sales Productivity	Randy Dean
9:55 a.m. - 10:40 a.m.	Understanding the Physician’s Business Model	Tom Schwieterman, MD
	Selling Powerfully Over the Phone	Eliot Gunner
10:50 a.m. - 11:35 a.m.	Attack! The Key to Growing Healthcare Sales in a Downturn	Brian Sullivan
	How to Build a Sales Presentation that Addresses Your Client’s Challenges	Sam Richter
11:40 a.m. - Noon	Meet the Speakers

Sessions for Managers
9:00 a.m. - 9:45 a.m.	6 Sizzling Tips to Make the Most of a Ride-along	Maura Halligan
9:55 a.m. - 10:40 a.m.	Leading a Sales Team: How to Move Performance Upward Even during a Downturn	Steve McClatchy
10:50 a.m. - 11:35 a.m.	Invest In Your Best: The Key to Doing More with Less	Eileen Krantz
11:40 a.m. - Noon	Meet the Speakers
Opening General Session
12:15 p.m. - 1:30 p.m.	The New Administration: Insights on the First Year	Ari Fleischer

Consultative Selling: Rotations For Sales Teams and Managers
Friday, September 11, 2009 | 7:00 a.m. - 10:00 a.m. | Potomac Ballroom C-D

7:00 a.m. – 8:00 a.m.	Rotations Networking Breakfast	Potomac Ballroom C-D
8:00 a.m. – 10:00 a.m.	Rotation Training	Potomac Ballroom C-D

This is your opportunity to gain maximum education in the least amount of time. In two hours HIDA offers 25 training rotations. You choose six rotations for your sales team to attend. Gain one-on-one attention in this small group environment and discuss your questions directly with industry leaders and skill experts.

Teams consist of up to 15 people. After your first 20-minute power-packed rotations you will move to the next rotation topic.

Each attendee will walk away with customized resources including fact sheets from each session. Earn two Accredited in Medical Sales (AMS) points by attending six rotations.

Reserve your team's space today.
Call Daryl Muller at (703) 838-6116
There is no additional charge for this event.
However, separate registration is required.
Limited to the first 200 Registrants.

Rotation sessions for each market include the following:

Acute Care Consultative Sales
Understanding the Hospital’s Budget	Hospital Executive
Answers to Questions about the Government Issues You Need to Understand	HIDA Government Affairs Team
5 Healthcare Opportunities to Leverage in a Slow Economy	Maura Halligan
Bringing Stronger Solutions to Your Acute Care Customers	Covidien
Helping Your Customers Make Greener Choices	SCA
Protecting Healthcare Providers and Patients from the Spread of Infection	BD
How the Economy is Impacting Your Customers	Andrew Van Ostrand
Improving Diabetes Management	Roche
Internet Search Tips to Help Your Be Ridiculously Smart about Your Prospects	Sam Richter
Show Providers How to Make Better-Informed Treatment Decisions through Platelet Function Assessment	Accumetrics
Tips and Tricks for Improving E-Mail Efficiency	Randy Dean

Long Term Care Consultative Sales
Understanding the Long Term Care Facility’s Financial Drivers	Andrea Millstein
Answers to Questions about the Government Issues You Need to Understand	HIDA Government Affairs Team
Helping Your Customers Make Greener Choices	SCA
Bringing Stronger Solutions to Your LTC Customers	Covidien
Improving Diabetes Management	Roche
Best Practices in Infection Prevention	PDI
Internet Search Tips to Help Your Be Ridiculously Smart about Your Prospects	Sam Richter

Physician Consultative Sales – POL Focus
Technology in the Exam Room — New Trends, New Players, New Government Incentives	Dr. Tom Schwieterman
Helping Practices Choose the Right Analyzer	Beckman Coulter
Show Physicians How to Make Better-Informed Treatment Decisions through Platelet Function Assessment	Accumetrics
3 Ways to Move from Sales Rep to Problem Solver for Your Customers	Elizabeth Hilla
Diagnostic Testing Opportunities for Your Physician Customers	Genzyme
Internet Search Tips to Help Your Be Ridiculously Smart about Your Prospects	Sam Richter
Bringing Diagnostic Solutions to Primary Care Practitioners	Welch Allyn

Physician Consultative Sales - Equipment Focus
How to Capitalize on the Transformation of Today's Exam Room to Barrier Free Tables	Midmark
Bringing Diagnostic Solutions to Primary Care Practitioners	Welch Allyn
Office Efficiencies through Cardiac Connectivity	Cardiac Science
Helping Practices Choose the Right Analyzer	Beckman Coulter
Help Your Customers Receive Stimulus Money Through Medical Devices	Midmark
Technology in the Exam Room -- New Trends, New Players, New Government Incentives	Dr. Tom Schwieterman
Show Physicians How to Make Better-Informed Treatment Decisions through Platelet Function Assessment	Accumetrics
Overcoming Price Objections	Elizabeth Hilla
Internet Search Tips to Help Your Be Ridiculously Smart about Your Prospects	Sam Richter

Physician Consultative Sales
3 Ways to Move from Sales Rep to Problem Solver for Your Physician Customers	Elizabeth Hilla
Help Your Customers Receive Stimulus Money Through Medical Devices	Midmark
Improving Diabetes Management	Roche
Diagnostic Testing Opportunities for Your Physician Customers	Genzyme
How to Capitalize on the Transformation of Today's Exam Room to Barrier Free Tables	Midmark
Technology in the Exam Room -- New Trends, New Players, New Government Incentives	Dr. Tom Schwieterman
Office Efficiencies through Cardiac Connectivity	Cardiac Science
Bringing Diagnostic Solutions to Primary Care Practitioners	Welch Allyn
5 Healthcare Opportunities to Leverage in a Slow Economy	Maura Halligan
Tips and Tricks for Improving E-Mail Efficiency	Randy Dean
Best Practices in Infection Prevention	PDI
Helping Practices Choose the Right Analyzer	Beckman Coulter
What You Need to Know about Managing Your Portfolio	Alex Bowman
How the Economy is Impacting Your Customers	Andrew Van Ostrand

Management
2009 Distributor Financial Survey Implications and Opportunities	Bill Cron
Answers to Questions about the Government Issues You Need to Understand	HIDA Government Affairs Team
4 Ways to Give Better Feedback to Sales Reps	Maura Halligan
Helping Your Customers Make Greener Choices	SCA
Technology in the Exam Room — New Trends, New Players, New Government Incentives	Dr. Tom Schwieterman
What You Need to Know about Managing Your Portfolio	Alex Bowman
Help Your Customers Receive Stimulus Money Through Medical Devices	Midmark
Tips and Tricks for Improving E-Mail Efficiency	Randy Dean

Download a list of rotation tracks here.