by Tom Saine & Tom Williams | Jan 24, 2017 | Hospital Strategic Procurement, Medical Sales, RFP, Sales, Sales Best Practices
For many of us the RFP is a way of doing business…but it is not without options. In this blog we will explore keys to developing a successful sales plan in an RFP process and how to connect with the buying organization’s underlying needs. The RFP process may...
by Tom Saine & Tom Williams | Oct 31, 2016 | Complex Sales, Sales, Sales Management, Sales process
There are many stumbling points in completing a complex sale—conducting effective meetings with senior executives, delivering compelling presentations, selling to committees and crafting messages that convey value. It comes as a complete surprise to us that...
by Tom Saine & Tom Williams | Sep 19, 2016 | Opportunity Management, Sales, Sales & Marketing, Sales process, Sales Strategy
As buying processes become more complex, sellers find it increasingly difficult to identify all of the stakeholders and buying influences. There are two over-riding reasons. First, the seller never bothered to “map” the buying process in the target organization. ...
by Tom Saine & Tom Williams | Mar 21, 2016 | Buyer Behavior, Cross Selling, Hospital Sales, Selling to Hospitals
The Story of Cross-Selling Gone Wrong A couple of years ago, we were working with a company in the medical device industry that had acquired two smaller device manufacturers. Nothing new or unusual about that; it is all part of on-going consolidation in the...
by Tom Saine & Tom Williams | Feb 8, 2016 | MedTech Sales, Messaging, Sales, Sales Best Practices, Sales Strategy
Sales representatives give presentations all the time. They can range from a fifteen-minute Q & A to a multi-hour comprehensive review of a company’s response to an RFP. There are decades of books, programs, videos, articles and chapters on conducting an...
