My Company’s Cross Selling Program is Driving Me Crazy!

In healthcare and many other industries, consolidation of competitors (i.e., mergers and acquisitions) has made cross-selling a logical strategy for driving growth and improving sales productivity.  Even within organizations, companies have implemented cross-selling efforts to introduce new products and expand their footprint within an existing customer base. From the outside, the development and implementation of […]

Selling to Healthcare Organizations: How Customer Centric Are You Really?

Most senior sales executives and sales professionals will tell you their organization is customer centric. Many will draw you a diagram to show you the intricate ways in which they interface with their customers. Others will show you an elaborate slide with the customer at the center of their organization’s universe. Some will provide you […]

Getting Ready to Launch a New MedTech Product? Here is What Sales Wants to Know From Marketing!

In an environment of rapid technological change, new product introductions in the MedTech industry can be puzzling to clinicians and buyers at hospitals, clinics, surgery centers and medical offices. The customer’s world appears to be awash in change creating more questions than answers. “What prompted the change?” “Is my current product deficient in some way?” […]

How Marketing Can Help Sales Win With Cost Crusaders!

You know who we are talking about. The Cost Crusaders are Strategic Procurement, Purchasing, Materials Management or Supply Chain depending upon the organization. While many of these professionals also focus on value there is a significant portion that are blinded simply by their desire for the lowest cost and they are relentless in this pursuit. […]

10 Sales Words & Phrases to Stop Using in 2015!

Every year Lake Superior State University (LSSU) releases a list of words that they would like to have banished from everyday usage. This year LSSU published the 40th annual list. Unfortunately, this year that list didn’t include some of the horribly over-used and misused words in sales. Here is our list of sales words and […]

Are You a “Memorable” Sales Rep?

You just made a sales call. You think it went well. The buying influence addressed all of your questions. You now believe that you have developed a corporate connection that lays the foundation for a mutually agreed upon next step. In retrospect, ask yourself, “Did you make a lasting impression, one that will resonate throughout […]