10 Things to Know About Selling to Hospitals in 2015
2014 and the holidays are behind us. For those of you that are on a fiscal year hopefully you ended the year strong and ahead of your sales revenue plan. For those of you that are in the mid-point of your sales year hopefully you are on target to meet or exceed your revenue plan. […]
How You Can Tell if a Hospital is Customer Centric! Part 2
Much has been written about improving the patient experience within hospitals. Under healthcare reform penalties are incurred if patients with certain conditions are re-admitted within 30 days of discharge. For these and other reasons many hospitals have gone to some extreme measures to make their facilities more patient friendly. It’s taken awhile for hospitals to […]
How You Can Tell if a Hospital is Customer Centric! Part 1
Much has been written about improving the patient experience within hospitals. Under healthcare reform, penalties are incurred if patients with certain conditions are re-admitted within 30 days of discharge. For these and other reasons many hospitals have gone to some extreme measures to make their facilities more patient friendly. It’s taken awhile for hospitals to […]
Is Sales Planning a Waste of Time?
The Context In a recent sales workshop we had lunch with three sales representatives. For purposes of anonymity we will call them Abbie (A), Bill (B) and Charlie (C). It was 10 months into their fiscal year and the conversation turned to their sales funnels, sales planning activities and their efforts to close the year […]
HCAHPS: What MedTech Sales Reps Should Know!
What is HCAHPS? The HCAHPS (Hospital Consumer Assessment of Healthcare Providers and Systems) is a standardized and national survey that measures the patient’s perception of quality care provided while a patient is in an acute-care hospital. While it is pronounced “H-caps” it is also known as the CAHPS© (Consumer Assessment of Healthcare Providers and Systems) […]
What MedTech Sales Reps Should Know About the Joint Commission!
If you call on healthcare organizations it’s highly likely that you have had a sales call disrupted because the facility was under-going an unannounced accreditation survey. When this happens, meetings are abruptly cancelled, re-scheduling of meetings is placed on hold because no one knows how long the surveyors will be on site, key personnel become […]
Questions You Should Ask About Hospital Committees!
If you sell a MedTech product, service or solution that occasionally or always has to go to a committee for scrutiny prior to a purchase or contract here are some questions that you need to know. Don’t be afraid to ask these questions. You may not always get the answers but it’s a sin of […]
What You Should Know About Hospital Committees!
We have all heard the jokes about committees. For example: a committee is a group that keeps minutes but loses hours1 or a committee is a group of the unprepared appointed by the unwilling to do the unnecessary.2 While these are humorous, in general they do not apply to healthcare organizations. Within hospitals committees play […]
Selling to a Not-For-Profit Hospital? Could Endowment Funds Help You?
Most MedTech sales professionals don’t realize that when selling to a Not-For-Profit (NFP) hospital the funds for the purchase of their product, service or solution may come from the use of Endowment Funds. There are two types of funds: Permanent Endowments are those that have been restricted by donors and are monitored by the hospital […]
Sales Call Preparation is for Amateurs & Rookies!
Let’s be honest most of you reading this missive don’t routinely plan for sales calls and you haven’t’ written out a sales call plan in years. This is not meant as a criticism. It’s just fact, based upon our experience and informal polls in working with sales organizations all over the world and in a […]
