We Help Organizations Win More Deals!

Our Primary Focus is to Improve Sellers Business Acumen, Process and Skills.

Buy your copy today!  Available on Amazon and through bookstores now.  An eBook version is available on Kindle.

The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles identifies 10 of the most frequently cited deal-killing obstacles sellers encounter.

The challenge may be identifying all the stakeholders involved in the opportunity, selling to change resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against the status quo or engaging Procurement agents who are obsessed with driving price discounts.

Our complimentary Companion Workbook will ensure that you can reinforce and cement the key concepts of the book into your sales DNA.  Click here to download your copy.  Please note you will need a copy of The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles to utilize this workbook.

Selling To Hospitals & Healthcare Organizations:

A Glossary of Business Acumen & Personnel

Everything DiSC®

Does your organization communicate effectively? Does your sales team understand your customers buying style?

Healthcare Executive Insight Series

Learn more about the
Behavioral Health Contract Management
Services Market.

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Learn more about Self-Inflicted Wounds in Sales

What Our Customers Are Saying

Don’t just take it from us, let our customers do the talking!

Al Vega – C Level Executive (CEO, COO and Chief Commercial Officer Experience)

Over the last ten years Tom and I have worked together at three different organizations I have led as SVP Sales & Marketing and EVP Chief Client Services Officer. As a former hospital CEO and VP Sales Tom thoroughly understands how to sell effectively and communicate to all levels within a hospital.

At Press Ganey Tom conducted all of the Miller Heiman training and he was able to bring the content alive and make it relevant to our unique challenges.

He also worked with individual managers to help them to improve their knowledge of the sales funnel, manage it effectively and then forecast it accurately. He also mentored and coached several sales professionals to help them make and exceed plan. The ROI on his work was immediate and lasting. Tom can create results and help create positive change. I highly recommend Tom Williams.

Daniel Van Hise – Vice President of Marketing – Biomedical Division at Chart Industries, Inc.

I have utilized Strategic Dynamics on multiple occasions for well over a decade and experienced consistent excellent and professional results. Tom and his team have an excellent understanding of the Hospital and Homecare respiratory device market and are very well connected to the top key opinion leaders in this market. This facilitates reliable expert advice about the respiratory care market place.

Tom is also an excellent Focus Group moderator. He creates an excellent rapport with the attendees and is always able to get the most data out of the participants due to his clinical expertise which focuses on the most important details. In my current role we utilize Strategic Dynamics frequently for Focus Groups worldwide, and continue to have excellent success.

In the past I have also utilized Tom’s skills as a Sales Trainer and he provided a solid foundation to at least 2 large sales teams on strategic selling. Overall, I enjoy working with Strategic Dynamics and Tom Williams because I have repeatedly been provided expert market research at a very fair price.

Steve Davis – Executive Vice President, Strategic Development at Valet living, LLC

Tom’s advice, consultation and delivery of a comprehensive sales training system to the Maintenance Warehouse’s national account team in 2002 were instrumental in transforming a relatively new and “product centric” sales organization into a dynamic solution based team of sales professionals. The productivity of the program exceeded every expectation and resulted in significant market share gain in the MRO distribution industry. The results of the initial training program as well as the refreshers and ongoing reinforcement of the Miller Heiman principles are the foundation on which the outside sales organization operates today. Tom “practices what he preaches” and delivers culture changing programs that will take a sales organization to a new stratosphere of productivity. If your a sales leader with a mission for growth or attempting to break up the 80:20 principle within your organization then you need to call Tom Williams.

Brenda Irwin – National Strategic Account Leader at 3M Health Care

I first met Tom Williams when he introduced Miller Herman sales methodologies to the sales team at Baxter, several years ago. His professionalism and strong command of the material were impressive, and the Miller Herman tools are transformational. Naturally when I was looking for exceptional sales tools and methodologies for the 3M team, I reconnected with Tom. His depth of expertise is unmatched, and working with Tom on facilitating the training was like experiencing a “Master Class” in sales from the customer perspective.

Che Parker, M.A. – Vice President of Sales and Marketing at URAC

When we made the decision to work with Tom Williams we had no idea how thorough and professional his Miller Heiman training program would be. Tom brought his many years of experience to our training session. He was able to effectively understand our industry and our unique business needs. His addition of multiple real-world examples helped solidify that he absolutely knew what he was talking about. If you’re ever in need of solid, applicable sales training, I’d definitely recommend Tom.

Chris Woolway – Director of Business Development, North America at Almac Group

Tom is a thorough and consummate professional, with a strong focus on excellence. In a recent negotiations skills training session that he conducted for our field sales team, in addition to preparing extremely well for our specific business needs, he provided outstanding insights into the negotiation process that is benefitting our team today. With Tom’s extensive experience, coupled with his no-nonsense approach, Tom has demonstrated his strengths as a valuable training resource.

Executive Leadership Team

Thomas J. Williams

Thomas J. Williams

Founder & Chairman

Heather L. Williams

Heather L. Williams

Managing Director

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