Healthcare Business Acumen & Sales Insights Blog

4 Channel Partner Behavioral Styles

Sales channels are mediums used by manufacturers for selling and distributing goods and services between the manufacturer and the end consumer. It can be described as any path you take to get your solution to the consumer. Today, there are four types of sales channels:

“Other” Hospital Buying Influences: Part 2

You’re not the only one providing your customer with information! In last week’s blog we discussed that before hospitals make purchase decisions they often seek guidance from a Clinical-Technical-Financial point of view from third-party influencers. As examples we discussed MD Buyline, The Hayes Group, The Advisory Board and ECRI. This week we will briefly discuss […]

“Other” Hospital Buying Influences: Part 1

You’re not the only one providing your customer with information! Other “Third Party Influencers” All too often when we consult with organizations that sell to hospitals they are eager to share with us their product literature, white papers, published clinical studies, web tools, and other informational material they have produced for their prospects. They beam […]

Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 2

This is part 2 of our blog on understanding the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around. If you missed Part 1 click here and the link will take you to the article. We hope that these definitions and explanations reduce your anxiety and increase your […]

Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 1

Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around? Don’t be alarmed! This is one of the challenges that sales professionals face in today’s market. For specialty sales representatives many of these new terms, and acronyms relate to the specific product or […]

Answering the “it” Question

Day after day, year after year, Healthcare professionals are tasked with evaluating and selecting new products and services that provide real value for their respective institutions.

Within the Hospital: Who Cares & Who Pays?

In every sale of a product or service to a hospital there are two fundamental questions that must be answered. They are: Who Cares and Who Pays?

Hospital Sales 101: I Never Saw It Coming!

It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of […]

12 Ways to Build Professional Credibility in Hospital Sales

There is an old adage in sales that one can never have too much credibility. This is especially true in hospital sales where the “the new normal’ is for sellers that can provide proven measurable value. Think of credibility as building a bank account. You constantly have to keep making credibility deposits because one day […]

Eleven Easy Steps to Success with a Sales Channel: Part 2

In our last blog http://bit.ly/18lgkfW we presented the first five (5) steps to creating success with a channel partner. We advanced the notion that to receive a disproportionate “share of mind” with the channel requires a business strategy that leads to a differentiated relationship. A pillar of this strategy is “to help the channel grow […]