The Role of Micro-Hospitals in the Healthcare Landscape

There is a new type of medical facility that has begun to proliferate the healthcare landscape in the U.S. and they are called Micro-Hospitals. For some sales professionals, this will be a new call point and opportunity to provide sales and service. Think of these facilities as a bridge between free-standing Emergency Departments that do […]

I Am a B2B Sales Professional & Proud of It?

People often ask me what I do for a living. Here is my personal response. “I am a highly trained professional who has spent years honing my craft through the school of ‘wins & losses.’ People often approach me to help them buy a product, service or solution. I provide them with insights on how […]

Some Friendly Advice for Every Sales Professional

Within the last month, we have had several very talented sales professionals contact us for advice and assistance because they were suddenly out of work. The common thread ……none saw it coming. If your saying to yourself this couldn’t happen to me…read on! One was a Vice President of Sales Operations. He had been hired […]

Are You Customer Centric in Words Only?

Ask a company executive if their organization is customer-centric and you will receive a resounding and emphatic “YES” followed by several concrete examples. Is this reality or fantasy? Customer-centricity can have different nuances of meaning. First, it can mean that an organization places the customer at the center of their universe and realizes that without […]

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 […]

The Hospital OR: Should They Go Rep-Less?

As hospitals transition from a fee-for-service payment model to a world of value-based purchasing, accountable care, aligned incentives and bundled payments there is continued pressure to reduce costs while maintaining or improving the quality of care. Professional buyers and Value Analysis Committees are leading the cost saving charge because every dollar saved drops straight through […]