13 Questions You Should Be Able to Answer in Every Opportunity Review! Part 1

Within MedTech sales every sales professional manages a myriad of sales opportunities. Each of these is at different stages of the buying process within their “sales funnel.” It is good practice to review the most important opportunities with your manager. Best in class sales organizations do these reviews with a finite schedule, when key changes […]

Most Common Reasons Why MedTech Deals Derail!

No sales professional wins every deal. Ideally they lose early in the sales funnel and not late so that they don’t waste company time and resource on opportunities that they cannot win. If you have qualified opportunities in your funnel that you have a fighting chance of winning then manage them carefully so that they […]

Are You Worth A Long Term Relationship? Part2

Now that we understand how a customer defines a “partner”, it’s time to discuss how to become one. If you missed it you can access it here. Remember in our vernacular a “partner equates to a trusted business advisor.” Here are the critical elements to help you rise above your competitors and stand – out […]

Are You Worth A Long Term Relationship? Part1

The degree, to which a company is seen as understanding and contributing to a customer’s critical issues, is directly proportional to being seen by the customer as a valued partner versus a transactional vendor or merely a consultant. This in turn is a direct predictor of success for both the seller and the customer. The […]

12 Factors to Consider in Every New Product Hospital Sale

You have just received training on your company’s newest product and Marketing has you jazzed about it. They have provided you a profile of the ideal customer and several buyer personas. They have mapped the buy-sell process and developed a sales playbook. They have even included a target list of questions to ask that will […]

10 Risk Mitigation Strategies in Hospital Sales

Buying is all about mitigating risk while maximizing the reward. Savvy sellers know that they must demonstrate that doing business with them is the safe option and the right decision. In our last blog we described “Buyers Risk” in detail and we listed the 10 most common types of risk. In this blog, we will […]

Lower Hospital Buyer’s Risk Not Your Price!

With an uncertain economy; limited capital funds for new construction, renovations or new equipment; a changing reimbursement climate and minimal operating margins hospital buyers must mitigate risk when buying new products, services or solutions. Buyers Risk Buyer’s risk has two components: the probability that something will go wrong and the negative consequences if it does. […]

Differentiation: Standing Out in a Meaningful Way!

To differentiate is to stand out in a crowded field and to be different in a way that is meaningful to each individual buying influence. Without differentiation the status quo looks pretty good and there is no reason to consider your product, service or solution. Differentiation prevents the buyer from commoditizing you even when they […]

Hospital Sales 101: I Never Saw It Coming!

It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. 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 […]