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 […]
10 Things Not To Do at Sales Quarterly Business Reviews!
In a previous blog we described the 5 Bs of Success at Quarterly Business Reviews (QBR). They were Be Prepared: Be Polished: Be Brief: Be Memorable & Be Gone. If you missed it you can access it here. In this blog we would like to take the opportunity to tell you what not to do during […]
At Sales Quarterly Business Reviews-Use the 5 Bs! Be Prepared: Be Polished: Be Brief: Be Memorable & Be Gone
Many sales professionals have to attend and present their previous quarters sales performance at Quarterly Business Reviews (QBRs). Success or failure depends on the following factors: 1. Be Prepared Use the reporting template provided by your company and think through carefully how you will present your sales and financial results. Recognize that this will be […]
Tips on Selling to the Hospital or Healthcare System C-Suite: Part 2
Introduction In today’s’ rapidly changing healthcare environment, every sales representative wants to develop a relationship with key hospital C-Suite executives. In some cases it’s to protect the existing business against a competitive threat, while in others, it’s to manage a new opportunity where C-Suite buy-in is paramount to success. Ensuring that the C-Suite members embrace […]
Tips on Selling to the Hospital or Healthcare System C-Suite: Part 1
Introduction In today’s’ rapidly changing healthcare environment, every sales representative wants to develop a relationship with key hospital C-Suite executives. In some cases it’s to protect the existing business against a competitive threat, while in others, it’s to manage a new opportunity where C-Suite buy-in is paramount to success. Ensuring that the C-Suite members embrace […]
9 Ways Marketing Will Impact MedTech Sales: Part 2
As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]
9 Ways Marketing Will Impact MedTech Sales: Part 1
As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]
Medical Device Sales: These Times They Are-A-Changin!
In 1964 Bob Dylan released his third studio album entitled: The Times They Are-A-Changin.” It was appropriate then and it is appropriate today especially as it pertains to healthcare. Here are a few: Buying Decisions: Manufacturers are seeing purchase decisions move from clinical criteria to economic criteria. With many products “clinically acceptable” is preferred to clinically […]
10 Ways Hospital Procurement Saves Money!
Let’s assume you are a hospital CEO in the USA and your facility has a 3% net margin. This means that for every $100M of revenue you earn $3M. Would you rather try to grow revenue or ask your strategic sourcing department to reduce expenditures by $3M? The answer is obvious and that’s why aggressive […]
