Healthcare Business Acumen & Sales Insights Blog

What is a Hospital?….It Depends Upon Your Perspective!

                What Is A Hospital? It’s not a trick question but it is a very simple question. Based upon your perspective the question can be answered very differently. Some of the answers may surprise you. Let’s look at some examples: In our recently published book we described a […]

The Hospital OR: Should They Go Rep-Less?

This topic has been in the national media recently and our blog entitled “Will the Sales Rep in the Operating Room Become Extinct” went viral recently.  We thought it prudent to re-issue a companion blog which was originally published 8 months ago along with some minor changes to allow for continued discussion of this important topic. As hospitals […]

How Hospital Leadership Defines Value from Their Suppliers

In today’s healthcare sales milieu MedTech sellers must transition from being a supplier to being a partner with their hospital customers. The new normal is collaboration to drive better patient outcomes while reducing costs. The conundrum for most MedTech sellers is to understand how their customers define value. Once that is understood they can develop […]

Selling from the Third Platform: Challenges for the Sales Executive

The Pillars of Sales Transformation In November 2013 International Data Corporation (IDC) published a seminal article entitled “The 3rd Platform: Enabling Digital Transformation.”  This white paper explored the confluence of four transformational technologies that serve as the foundation for the 3rd platform: cloud computing, social, Big Data and mobile. IDC pointed out that we have […]

Tools to Help the Seller Close the Complex Sale

  There are many stumbling points in completing a complex sale—conducting effective meetings with senior executives, delivering compelling presentations, selling to committees and crafting messages that convey value.  It comes as a complete surprise to us that after all the effort, planning and time devoted to the initial stages of the selling process that sellers […]

Hospital Business Acumen- “FIVE MORE” Healthcare Terms You Should Know!

This blog is a follow-up to one we published several weeks ago in which we posed the question “Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around”?  if yes, don’t be alarmed! This is one of the challenges that sales professionals face […]

12 Ways to Make Sales Training Stick!

Every year organizations spend billions of dollars on training and professional development, yet there are still pundits that say “sales training doesn’t work.” Why is it that a sales training program works well for some organizations while others struggle to gain a measurable ROI? We have some answers. Ensure it’s the Right Solution – There […]

Healthcare Business Acumen- Five Healthcare Terms You Should Know!

Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been 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 […]

Getting Inside the Black Box: Harsh Realities of Selling to a Committee

“Committees” are the mysterious black boxes of the sales universe. Sellers often assume they know what’s inside the box only to find that it was not at all what they suspected.  The word “committee” is often used to cloak a buying process in secrecy.  One individual’s “committee” is another’s team or group.  When executives are […]

Lost & Found: Finding Who Cares & Who Pays

As buying processes become more complex, sellers find it increasingly difficult to identify all of the stakeholders and buying influences.  There are two over-riding reasons.  First, the seller never bothered to “map” the buying process in the target organization.  Without that vital information, it’s difficult to appreciate how multi-layered a buying process can become.  Often […]