Glossary Term
Active Selling Cycle
Definition
The Active Selling Cycle refers to the phase in the sales process where direct, proactive engagement occurs between the sales team and potential customers. This includes activities such as presenting solutions, addressing objections, negotiating terms, and closing deals. It is distinct from preparatory or follow-up activities, focusing on active efforts to convert prospects into customers.
Relevance to the MedTech Industry
The Active Selling Cycle is critical in MedTech for navigating complex purchasing processes often seen in healthcare institutions. This phase ensures that sales teams effectively communicate the value and compliance of medical devices while addressing the unique needs of clinicians, procurement officers, and administrators.
Additional Information & Related Terms
Key Opinion Leader (KOL) Influential stakeholders often involved in decision-making during the selling cycle.
Sales Funnel Maps the process of moving prospects through stages of interest, evaluation, and purchase.
Customer Journey Mapping Helps understand customer touchpoints throughout the selling process.
Consultative Selling Tailors the selling approach to solve specific customer challenges.