Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
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 […]
Lesson Learned- What is the Cost of Inaction (COI)?
In a recent conversation a colleague made an interesting comment, “Sales training is a waste of money.” Since he knew that they were in the sales productivity improvement business where “sales training” is one weapon in our arsenal, it piqued our interest. We couldn’t resist asking him why he felt that way. Here’s part of […]
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 […]
Value Creation: The I-10 Parable
This story first surfaced in the early 2000s about a 21-year old salesman named Chris. A recent graduate of Arizona State University, Chris was having difficulty getting a job in his chosen field when he stumbled across an opening as a sales representative for a marketing firm that—among other services—sold billboard space to gas stations, […]
Why Most MedTech ROI Tools Don’t Work!
In the consulting portion of our business we are often shown an exciting new ROI model that has been developed by a medical equipment manufacturer to enhance their ability to close more deals. Its purpose is to show C-Suite level executives why they should purchase their product by quantifying the financial benefits. Each ROI model […]
Now That the NFL Draft is Over, What Did It Teach You About Selling?
While both of us are fans of professional football, it’s tedious and confusing to wade through the myriad of articles and blogs on NFL draft predictions. Fortunately, the process is over for this year and every team has declared themselves a winner. By their own calculation, the much-heralded predictions by sport writers, channel talent experts […]
Selling Capital Equipment to Hospitals: Actual Cost Versus Purchase Price
It’s no secret that in every hospital, fierce competition for scarce dollars exists between departments to buy new capital equipment that increases efficiency and improves patient care. In this new dynamic environment, hospital C-Suite executives are placing an increased emphasis on the collaborative process to acquire capital equipment. This process includes: Clinicians: To ensure optimal […]
Check List for Handling Discount Demands
Recently we were asked by a client to develop a brief but interactive negotiation workshop that provided insight into handling the objection “your price is too high…we need a lower price.” In preparation for the session we developed a detailed case study that outlined the exact business scenario that their sales force was experiencing daily. […]
