12 Things You Should Know Before You Work a Trade Show Booth
It’s not unusual for sales professionals and other key company personnel to be asked to work a trade show booth. Here are some helpful hints that should be provided to each company attendee before they leave home. 1. Booth number, size and location. Trade shows are usually located in a large exhibit hall. Make it […]
Common Characteristics of the Best Healthcare Sales Reps: Part 2
Have you ever wondered why some healthcare sales reps consistently out-perform their peer’s year in and year out? We think they exhibit twelve (12) key characteristics. Last week in this blog we reviewed the first seven (7): accountability, process orientation, bias for action, experts at time management, buyer personas, customer intimacy and lose early. This […]
Common Characteristics of the Best Healthcare Sales Reps: Part 1
Have you ever wondered why some healthcare sales reps consistently out-perform their peer’s year in and year out? We think they exhibit twelve (12) key characteristics. In Part 1 of this blog we will review the first seven (7): accountability, process orientation, bias for action, experts at time management, buyer personas, customer intimacy and lose […]
Trade Show Exhibitor Do’s and Don’ts!
A Word of Caution Before every trade show it’s always a good idea to review the “Do’s & Don’ts of working a trade show booth. Even savvy sales veterans can appreciate these gentle reminders. As they peruse this list many realize that they have inadvertently lapsed into some bad habits over the years. The quick […]
Questions You Should Be Able to Answer About Your Sales Funnel! Part 2
If your not making your revenue number start by taking a long, hard look at your sales funnel. In Part 1 of this blog we provided seven questions to ask and look for. Here are seven more. 7. What opportunities have been added to the funnel? Whenever you win an opportunity you should prospect and […]
Questions You Should Be Able to Answer About Your Sales Funnel! Part 1
If your not making your revenue number start by taking a long, hard look at your sales funnel. Here are some questions to ask and look for. 1. Are there enough opportunities with the right dollar value in the funnel to make your revenue number? Let’s assume its January 1st and the start of your […]
Warning Signs of Customer Defection
Your customers are safe! They will keep buying from you! Or will they? With a frightening increasing frequency hospital customers are defecting from their current suppliers as they attempt to reduce their cost structure. To prevent this occurrence from happening to you be vigilant about monitoring the following customer defection warning signs: Decreased Usage – […]
Implications of Healthcare Reform for Suppliers: Part 2
As healthcare reform descends upon all of us it’s important to look at the implications for suppliers so that a strategy can be developed to cope with these sweeping changes. In Part 1 of this blog we looked at changing physician relationships, fewer buyers, payments and payers and price transparency. In this week’s blog we […]
Implications of Healthcare Reform for Suppliers: Part 1
As healthcare reform descends upon all of us it’s important to look at the implications for suppliers so that a strategy can be developed to successfully navigate through this new dynamic. In Part 1 of this blog we will look at changing physician relationships, fewer buyers, payments and payers and price transparency. Part 2 (next […]
12 Reasons Why Hospitals & Healthcare Systems Use RFPs!
Increasingly hospitals are turning to Request for Proposals (RFPs) to procure their goods and services. RFPs give hospitals one voice and one process thus streamlining the purchase process for goods that they deem to be highly price competitive. There are twelve reasons why hospitals and healthcare systems use RFPs: 1. Policy Requirement or Law: RFPs […]
