Keynote Speaking & Workshops
(engl./deutsch)
The MedTech Sales Rebel
- Your Sales Team may be perfectly trained for a customer who no longer exists
The market has changed. The customer has changed.
The way customers find information, form opinions and make decisions has changed.
Has the way we sell changed with them?
The MedTech Sales Rebel is a keynote and workshop concept for MedTech sales organizations working in office-based and outpatient healthcare.
It challenges familiar thinking, questions established sales habits and inspires teams to look at their customers, their territories and their own approach from a fresh perspective.
Being a Sales Rebel means having the courage to question whether yesterday’s rules still make sense today.
Because what worked before deserves to be challenged when the customer changes.
THE CUSTOMER HAS CHANGED. HAVE WE?
MedTech companies invest heavily in onboarding, product knowledge and sales training.
• Their sales reps know the products. They understand the features, the clinical benefits and the arguments.
• Then they enter their territory and face a very different challenge: They struggle to get the appointment.
• And when they finally meet the customer, the conversation may already have moved on.
• The customer has heard about the product. Researched it. Talked to colleagues. Formed an opinion.
• Today’s healthcare professionals have access to more information than ever before.
• They research independently and move through significant parts of their decision process without involving a sales rep.
• The customer is still there. They have simply become harder to see.
And that raises an important question:
Are we preparing sales teams for the customer of today, or the customer we remember?
YOUR TEAM ALREADY KNOWS HOW TO SELL.
So perhaps the next sales meeting should start with a different question:
Does the way we sell still match the way our customers buy?
The MedTech Sales Rebel creates space to question assumptions, routines and familiar approaches.
• What are we doing because it still works?
• What are we doing because it has always been done that way?
• And what might happen if we tried something different?
The goal is to create two thoughts:
“I need to rethink how I sell.”
followed by:
“I want to try something different tomorrow.”
IS THIS A CONVERSATION YOUR TEAM SHOULD BE HAVING?
• When did your team last challenge the way they sell?
• Has your customer changed faster than your sales approach?
• Are you training your team for the customer of today, or the customer you used to know?
• And if the customer journey has changed, what does that mean for the way we lead field sales?
The MedTech Sales Rebel can be adapted from field sales teams to senior sales leadership, always centred around one idea:
Challenge the status quo before the market does it for you.
THE KEYNOTE: The MedTech Sales Rebel
30 to 60 minutes
A thought-provoking keynote for MedTech sales organizations ready to question familiar routines and look at field sales through a different lens.
The audience explores how customers have changed, what this means for the traditional role of the sales rep and which established assumptions deserve a second look.
The keynote creates a pause in the day-to-day rhythm of targets, territories, meetings and forecasts.
A chance to zoom out. To question. To rethink.
And ideally, to leave the room thinking:
“Why are we still doing it this way?”
Every keynote is adapted to the audience and objective of the event, from field sales teams to senior sales leadership.
Suitable for sales kick-offs, national sales meetings, leadership meetings, commercial conferences and other moments when you want your sales organization to think differently.
THE WORKSHOP: The MedTech Sales Rebel
2 hours, half-day or full-day
The workshop turns reflection into personal action.
It starts by challenging the status quo:
What in the way we work deserves to be questioned?
Participants then bring that question into their own commercial reality.
Their territory. Their customers. Their habits. Their opportunities.
Each participant identifies where a different approach could make sense and chooses one concrete change to test in the field. Just one.
What will I do differently tomorrow?
Keeping the commitment focused makes it easier to test, observe and learn from what happens next.
6 TO 8 WEEKS LATER, WE COME BACK TO IT.
Every workshop includes a follow-up session.
By then, participants have had time to take their idea into their territory and experience what happens when they change something.
The follow-up asks:
• What did you challenge?
• What did you change?
• What happened?
• What did you learn?
• And what deserves to be challenged next?
This creates a simple cycle:
Question. Try. Learn. Adapt. Repeat.
A PERSPECTIVE SHAPED IN THE FIELD.
Silke Riemer’s perspective has been shaped by MedTech field sales, European product launches and sales leadership across different markets.
One transition had a particular impact on the way she thinks about selling: moving from hospital sales into office-based healthcare.
The customer was different. Access was different. The sales dynamic was different.
Approaches that had worked successfully in one environment suddenly needed to be reconsidered.
That experience reinforced a principle that has stayed with her throughout her commercial career: Strong sales professionals keep challenging themselves.
They question their assumptions, examine their habits and adapt as customers and markets evolve.
Reaching the target matters. Continuing to grow beyond it matters too.
ONE TITLE. DIFFERENT CONVERSATIONS.
The MedTech Sales Rebel
A field sales team faces different questions from senior sales leadership.
A national sales meeting has a different objective from a leadership event.
The keynote or workshop is therefore adapted to your audience, your market reality and the conversation you want to start.
Available for MedTech events across Europe.
YOUR CUSTOMER WILL KEEP CHANGING. WILL YOUR SALES APPROACH?
Tell me what you want your team to think differently about.
Together, we’ll define the audience, objective and right format for your event.