The Capital Sales Course provides a structured, strategic overview of how capital deals are developed, executed, and sustained in the medical device industry. This course focuses on the business, operational, and strategic aspects of capital sales—covering everything from stakeholder alignment and acquisition strategies to program building and post-launch execution. It is ideal for individuals with basic sales skills who want to advance into capital sales roles or strengthen their understanding of complex buying processes. This course does not include clinical or anatomy training and is designed to serve as a clear roadmap for navigating capital sales cycles.
1. Capital Sales Foundation
An introduction to the capital sales landscape, this module outlines core frameworks, the deal cycle, and how capital selling differs from disposable or clinical sales models.
2. Decision Makers
A breakdown of the key stakeholders involved in capital purchasing decisions, their priorities, and how to align messaging with organizational objectives.
3. Timing and Influence
Covers how to strategically align outreach with purchasing cycles, budget timelines, and internal influence to accelerate decision-making and approvals.
4. Evaluations and Delivery
Explores how to plan, execute, and convert capital evaluations, including shipping logistics, crate delivery, site readiness, and operational coordination.
5. Launch Execution and Proficiency
Focuses on successful go-live strategies, including staff training, workflow integration, and building early proficiency to drive utilization.
6. Capital Program Building
Details how to develop structured programs after capital placement, including referral pathways, reimbursement alignment, and KPI tracking for long-term growth.
7. Launch Resources and Roadmaps (PDF Tools)
Includes practical, downloadable tools such as a capital launch checklist and a concise capital sales roadmap to guide reps through each phase of the sales process.