by Tom Williams & Tom Saine | Aug 8, 2017 | Hospitals & Healthcare, Medical Sales, Operating Room Sales, Sales, Salesforce Management
People often ask me what I do for a living. Here is my personal response. “I am a highly trained professional who has spent years honing my craft through the school of ‘wins & losses.’ People often approach me to help them buy a product, service or solution. I...
by Tom Williams & Tom Saine | Aug 1, 2017 | Channel Management, Medical Sales, Operating Room Sales, Sales & Marketing, Sales Funnel Management, Sales Strategy
Sales professionals are a rare breed. Most are self-starters, personable, inquisitive, intuitive and passionate about their craft. They enjoy selling and revel when they are in contact with prospects or customers. They thrive on challenges and relish the benefits of...
by Tom Williams & Tom Saine | Jul 25, 2017 | Hospital Sales, Medical Sales, Operating Room Sales, Sales, Sales Metrics, Sales Performance Management
Every B-B sales professional needs to prove their intrinsic value. It goes beyond making President’s Club. Sales representatives should think in terms of building their personal “brand” to improve their corporate visibility, increase their income and position...
by Tom Williams & Tom Saine | Jul 18, 2017 | Hospitals & Healthcare, Medical Sales, Operating Room Sales
Within the last month, we have had several very talented sales professionals contact us for advice and assistance because they were suddenly out of work. The common thread ……none saw it coming. If your saying to yourself this couldn’t happen to me…read on! One was a...
by Tom Williams & Tom Saine | May 9, 2017 | Hospitals & Healthcare, Medical Sales, Sales
Ask a company executive if their organization is customer-centric and you will receive a resounding and emphatic “YES” followed by several concrete examples. Is this reality or fantasy? Customer-centricity can have different nuances of meaning. First, it can mean that...
