HIDA Consultative Selling

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

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 | 8:00 a.m. - 10:00 a.m. | Gaylord National

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

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.

Physician Consultative Sales
3 Ways to Move from Sales Rep to Problem Solver for Your Healthcare Customers	Elizabeth Hilla
How the Economy is Impacting Your Customers	Andrew Van Ostrand
Internet Search Tips to Help You be Ridiculously Smart about Your Prospects	Sam Richter
Technology in the Exam Room: New Trends, New Players, New Government Incentives	Tom Schwieterman
Plus two of your choice

Long Term Care Consultative Sales
3 Ways to Move from Sales Rep to Problem Solver for Your Healthcare Customers	Elizabeth Hilla
5 Healthcare Opportunities to Leverage in a Slow Economy	Maura Halligan
Answers to Questions about the Government Issues You Need to Understand	HIDA Government Affairs Team
Understanding the Long Term Care Facility’s Financial Drivers	Andrea Millstein
Plus two of your choice

Hospital Consultative Sales
5 Healthcare Opportunities to Leverage in a Slow Economy	Maura Halligan
Answers to Questions about the Government Issues You Need to Understand	HIDA Government Affairs Team
Internet Search Tips to Help You be Ridiculously Smart about Your Prospects	Sam Richter
Understanding the Hospital’s Budget	Customer
Plus two of your choice

Management
2009 Distributor Financial Survey Implications and Opportunities	Bill Cron
4 Ways to Give Better Feedback to Sales Reps	Maura Halligan
Tips & Tricks for Improving E-mail Efficiency	Randy Dean
What You Need to Know About Managing Your Portfolio	Alexander Bowman
Plus two of your choice

Additional Options
Bringing Diagnostic Solutions to Primary Care Practitioners	Welch Allyn
Bringing Stronger Solutions to Your Acute Care or Long Term Care Customers	Covidien
Diagnostic Testing Opportunities for Your Physician Customers	Genzyme
Helping Practices Choose the Right Analyzer	Beckman Coulter
Helping Your Customers Make “Greener” Choices	SCA
Help Your Customers Receive Stimulus Money Through Medical Devices	Midmark
How to Capitalize on the Transformation of Today's Exam Room to Barrier-Free^TM Tables	Midmark
Improving Diabetes Management	Roche
Office Efficiencies Through Cardiac Connectivity	Cardiac Science
Protecting Healthcare Providers and Patients from the Spread of Infection	BD
Show Physicians How to Make Better-Informed Treatment Decisions through Platelet Function Assessment	Accumetrics
Tips & Tricks for Improving E-mail Efficiency	Randy Dean
What You Need to Know About Managing Your Portfolio	Investment Advisor
Best Practices in Infection	PDI