Category: Sales

For most medtech suppliers, the MDR means one thing above all: effort. Costs, documentation, certification cycles. What the Medical Device Regulation means for sales is almost completely overlooked. Yet in healthcare procurement, besides efficacy and price, one question matters above

Solution selling has been the accepted B2B standard for years, at least in theory. In practice, most sales teams still deliver feature presentations, build quotes around products and defend the price instead of explaining the value. This article sets out