Healthcare Business Acumen & Sales Insights Blog

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 […]

Eleven Easy Steps to Success with a Sales Channel: Part 1

Have you ever noticed that some “great companies” in the market with brand name products and services aren’t meeting the sales goals expected by management? Their products and services are consistent under-performers! Management often doesn’t understand the cause and begins one or more of the following aggressive campaigns to bolster sales revenue:

Understanding Critical Access Hospitals

Purpose: In 1997 legislation was enacted as part of the Balanced Budget Act that authorized each state to establish a State Medicare Rural Hospital Flexibility Program (aka Flex Program) under which certain facilities that participated in the Medicare program could become Critical Access Hospitals (CAHs). These were current hospitals with Medicare participation; hospitals that stopped […]

Pop Quiz on Hospital Types & Ownership Acumen

Have some fun and test your business knowledge of hospital types and ownership. For each statement select the most appropriate choice.

Hospital Classification Made Easy!

Every day thousands of sales professionals descend on any one of the nation’s hospitals in order to sell goods and services, or to grow their business relationship to retain the customer. As a result of new healthcare legislation, hospital consolidation will continue to change at a rapid pace. New specialty hospitals are opening and with […]

Test Your Sales Representative Hospital Business Acumen

In our last blog we presented a scenario of three different sales representatives (X, Y and Z) from three different manufacturers’ all vying to be the replacement vendor for a hospital that is going to purchase ten (10) mechanical ventilators at $25,000 each. We asked you which one best represented you or your sales organization. […]

Hospital Business Acumen: Are you Sales Representative X, Y or Z?

Here is an example. Imagine three sales reps (X, Y and Z) from three different manufacturers’ all vying to be the replacement vendor for a hospital that is going to purchase ten (10) mechanical ventilators at $25,000 each.