Healthcare Business Acumen & Sales Insights Blog

6 Common Complaints of Sales Professionals!

Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of being the CEO of their territory. The welcome the freedom to design a formula to […]

I Want This Product Why Do I Need to Complete a Value Analysis Form?

You have heard this story before. You have this exciting new product. You know your surgeons (or insert key stakeholder here) will love it. For some time now you have been telling them it’s coming, extolling its virtues and planting the seeds for why they will want to see and use the product when its […]

How Sales Professionals Can Overcome the Forgetting Curve

Are you a sales professional that just finished attending a great sales training program? Perhaps your marketing team sponsored an educational webinar that was sensational? How about a riveting guest speaker who spoke on industry trends? Maybe a webcast from your company on a new product that has disruptive technology? Perhaps you just finished reading […]

Where Hospital Value Analysis Committees Seek Possibilities for Change

Every hospital uses tens of thousands of individual items to provide clinical services to their patients. These products differ in function, use, size, purpose, complexity, packaging, ease of use and price. Oftentimes, products are used because they were introduced by a champion that preferred the item; others had clinical evidence that supported their use, some […]

Opinion Leaders That Are Influencing Your Hospital Buyers Purchase Decisions

  They are often behind the scenes and observable to only their client…the hospital stakeholder. They often only surface to the sales representative late in the buying process but they are a presence in many of the hospital purchase decisions taking place today. They are third party influencers who don’t sell a product that competes […]

Customers Don’t Know What They Don’t Know!

In today’s world of Google, LinkedIn, Twitter, Facebook, Instagram, blogs, newsletters, news feeds, instant messaging and other sources, information is readily available to buyers whether they are B-C or B-B. With these resources buyers are much more sophisticated and knowledgeable before they engage with a sales professional. In fact, we live in a world where […]

Ten Dreaded Words Every Hospital Sales Rep Hates to Hear!

  The words “Your Product Must Go Through the Hospital Value Analysis Committee!” creates angst and anxiety in most hospital sales representatives and fear and paranoia in others. Why? Because everyone knows the sales cycle just got longer and a lot more complicated. To avoid consternation, however, we would like to offer some practical advice […]

Crafting Good, Better, Best Value Statements

Consider for a moment the “life cycle” of a value proposition for a testing product in the pharmaceutical science area. It began (see the image below) with a very brief technical description.  Then the product development group took a stab at writing a description. At the third stage, marketing got involved and the lipstick and […]

Are You RFP Ready?

For many of us the RFP is a way of doing business…but it is not without options.  In this blog we will explore keys to developing a successful sales plan in an RFP process and how to connect with the buying organization’s underlying needs. The RFP process may be disruptive for even the most experienced […]

Hospital Business Acumen: 16 Procurement Terms to Know

Is Strategic Procurement, Strategic Sourcing, Materials Management or Purchasing a call point for you? If it is, how well do you know their business language? Being able to communicate effectively with buyers using their vernacular is paramount to establishing credibility, having meaningful conversations and creating a win-win relationship. Here are some definitions and explanations that […]