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 […]

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 […]

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 […]

Hospital Sales 101: I Never Saw It Coming!

It’s the 27th of June and the hospital’s fiscal year ends at the end of December. 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 the key […]

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? Who Cares is a list of all of the stakeholders that are involved in the purchase decision. Savvy sales professionals know that it’s fundamental to make a comprehensive […]

Sales Call Check List: What Every Seller Should Consider Before a Call!

Skilled and successful sales professionals recognize the importance of call planning in conducting an effective sales meeting. How many times have you left a meeting only to realize that you didn’t get the information, commitment or action anticipated? Today’s buying influences expect sellers to be professionals who can manage a meeting, focus on the buyer’s […]

Lesson Learned from a Sales Autopsy

Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative. Ben has been a top 5% performer for his firm (Origin) in each of the last five years. He has exceeded quotas every year and consistently outsold his competitors. Origin competes against several companies that offer similar services. Further, Origin […]