Healthcare Selling Has Changed…Have YOU?

two dolphins

It’s no secret that selling into healthcare organizations has gone through a gradual metamorphosis over the last several years due to hospital consolidation, a changing reimbursement milieu and the increasing influence of Procurement. Ask any sales representative or sales leader and they will tell you unequivocally that it’s gotten harder to sell their wares. The […]

Are You “Social Selling” or Committing “Social Suicide”?

Social Selling is an important tool in the weaponry of sellers for lead generation that nurtures meaningful relationships through conducting research, making a connection, fostering awareness and increasing interest. There is no debate. Social selling is here to stay. It’s another tool in the toolbox of the sales professional along with the telephone, E-Mail and […]

Is Your Lead Management System a Lead Destruction System?

Are you inadvertently losing inbound leads because of your internal systems and organizational structure? Is your attempt to control lead management to your various channel members so rigid and formalized that leads are not being managed in a timely and efficient manner?

Why Sales Data Matters to Your Success!

W Edwards Deming made two profound statements “Without data you’re just another person with an opinion” and “In God we trust, all others must bring data.” If you believe this mantra, why is it that BODs, CEOs and Sales Leaders ignore the sales industry data or delay using the data that is readily available to […]

10 Things Sales Reps Hate with Passion!

Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of being the CEO of their territory. When faced with a constant change, they welcome the […]

Crafting Good, Better, Best Value Statements

Consider for a moment the “life cycle” of a value proposition for a testing product in the pharmaceutical science area. It began (see the image below) with a very brief technical description.  Then the product development group took a stab at writing a description. At the third stage, marketing got involved and the lipstick and […]

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 […]

Sales & Business Pet Peeves

We thought it was time for a little venting and levity. Sales is a tough profession and occasionally folks make it a lot harder than it needs to be. Here is a list of “pet peeves” that we have encountered recently. Several have been provided to us from colleagues we know and respect. Please add […]

5 Steps in Crafting Compelling Value Propositions that Resonate with Buyers

We all know what constitutes a value proposition or statement.  It’s a concise, clear and compelling message that conveys the benefit a product, service or solution provides the buyer’s organization.  In other word, it’s a promise or pledge made by the seller to convey value to the buyer.  But this is where our understanding gets […]

How Well Do You Know Your Buyer?

Buyers begin each purchasing process with varied degrees of knowledge.  Some may have direct experience with products and solutions, while others may have read blogs and industry reports or had conversations with former buyers.   That perspective includes information, data, experiences and feelings.  Some knowledge may be firmly grounded in direct experiences while other aspects […]