Bespoke Training & Development

ICONIC Medical Sales Training

ICONIC Medical Sales Training

ICONIC Medical Sales Training

Medical Sales Training Australia and New Zealand

In an increasingly commoditised market, true product differentiation is rare.  Your people are your most valuable product to differentiate and outperform the competition. My sales training process can give you that edge.

Product Launchs

ICONIC Medical Sales Training

ICONIC Medical Sales Training

Medical Sales Training Australia and New Zealand

Making an impact with new products is crucial to driving your new business as well as heritage products. My bespoke workshops and detailed product launch roadmap ensures your sales team hit the ground running.

New Rep On-Boarding

ICONIC Medical Sales Training

New Rep On-Boarding

Medical Sales Training Australia and New Zealand

Often new reps are thrown into the deep end, covering cases and learning on the run. Ensure they have a development plan in place that drives learning as well as doing justice to customers, patients and your business brand.

Theatre Protocol

Stakeholder Management

New Rep On-Boarding

Medical Sales Training Australia and New Zealand

Entering an operating theatre as a sales rep is a privilege, patients and customers are always the priority.  Ensure your reps have an informed, rigorous and interactive discussion about what is and is not their role to distinguish themselves in theatre.

Insights Discovery

Stakeholder Management

Stakeholder Management

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Insights Discovery is a modern, engaging and practical personality profiling tool which enhances internal external communication. Workshops and employee profiles aid the communication with customers the and the culture of your organisation.

Stakeholder Management

Stakeholder Management

Stakeholder Management

Healthcare stakeholder management

"Synchronicity" is a global simulation focused on effective stakeholder management. Medical sales is an increasingly complex role, no longer focused on rep and clinician but a matrix of influencers and executives who require consultation.

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ICONIC Sales Process

Additional Information

"THE HEART OF SALES IS EFFECTIVE COMMUNICATION" - FLUX CAPACITY


In a rapidly changing clinical and commercial environment it is critical to adapt quickly to gain a competitive advantage. New skills must be relevant, transferable, actionable and measurable.  Medical sales representatives face numerous new challenges, including:


  • The changing nature of relationships with health care customers


  • Differentiation of medical products in an increasing commoditised market


  • Reduced clinical influence on product buying decisions


  • Compliance regulations  and increased challenges accessing customers


  • Industry changes and mandates that require new knowledge and skills


Relationships and a great service ethic are crucial but not enough to influence real change in clinical practice which positively impact patient outcomes.


With over 15 years sales and sales training experience in pharmaceuticals and medical devices with Merck (MSD), Roche, Smith & Nephew, Zimmer Biomet and Johnson & Johnson Medical, medicalsales.co.nz  is perfectly placed to provide expert sales training for medical device, pharmaceutical, diagnostic, capital equipment, dental and biotechnology companies throughout Australia & New Zealand.

Become ICONIC

  • My ICONIC sales workshops are interactive and engaging, delivering transferable skills and insightful models which are easy to implement.


  • Programs range from 1-2 days incorporating your core products. Sessions are tailored following full consultation to understand your business and needs.


  • Delivered through open discussion and experiential application exercises, programs are ideally suited for up to 12 participants.


  • Following the full workshop, you get a road map to reference for selling key products and assist with future sales and new employee induction.

5 Principles of Medical Device Sales*

1. Question

2. Communicate

2. Communicate

 Always have x3 well thought out and insightful questions to ask your customer but know when it is and is not appropriate to ask them.

2. Communicate

2. Communicate

2. Communicate

Have a structured sales process and develop this as a craft. Yes, relationships matter but so does effective and purposeful communication. 

3. Trust

2. Communicate

4. Empathy

Build relationships based on dialogue and mutual value from the outset. Be a trusted advisor and distinguish yourself from the competition.

4. Empathy

*Prioritise this list in reverse order...

4. Empathy

Put yourself in the customer's shoes, what are their priorities and agenda. Your needs and pressures are secondary.

5. Care

*Prioritise this list in reverse order...

*Prioritise this list in reverse order...

Never forget the patient. Consider their journey, their family, their hopes and fears - then act accordingly. Always.

*Prioritise this list in reverse order...

*Prioritise this list in reverse order...

*Prioritise this list in reverse order...

ICONIC Selling supports medical device and healthcare companies to approach sales in an ethical, customer and patient focused way.

Industry Experience

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