Lesson Learned from a Sales Autopsy
Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative. Ben has been a top 5% performer for his firm (Origin) in each of the last five years. He has exceeded quotas every year and consistently outsold his competitors. Origin competes against several companies that offer similar services. Further, Origin […]
How Hospitals Are Innovating to Remain Relevant!
Hospital executive are being forced to think outside the box to keep their facility relevant within their community in the midst of a federal government and consumer led tsunami. Retailers and big box stores are aggressively moving into the delivery of primary care by providing millions of Americans with convenient locations and extended hours of […]
Why Map the Customer’s Buying Process?
It seems like such a simple question, but if your company hasn’t defined and mapped the process your customers go through to make a purchase decision you are just guessing and guessing can cost you time, money and market share. According to CSO insights and other research organizations, many sales organizations haven’t taken the time […]
Partnering with Procurement: Five Steps to Building Buy-Sell Collaboration
All too often sellers view Procurement staff as the dark forces that obstruct the selling process. They are the “black hats” that delay or stop sales. They are the commandoes of commoditization. Some sellers subscribe to the belief that Procurement is obsessed with price discounts and turns a “blind eye” to obvious product value. Consider […]
Getting Past the Gatekeeper!
You can’t sell if you can’t get in front of the people who would find value in talking to you. It’s a vital step in the sales process and none of your other selling skills matter if you can’t get to the people who buy. Getting past the gatekeeper is critical. A Gatekeepers has two […]
The Win Rate of Forecasted Sales Opportunities is Only 45.8%!
Yes, you read the headline correctly. In 2015 the average win rate of forecasted deals was a meager 45.8% according to data provided by CSO Insights, a division of MHI Global.1 The statistic is not pretty and it’s not one that sales representatives, managers or vice presidents would like to defend. Why is the win […]
4 Sales Reviews That Every Organization Should Conduct Routinely!
In meeting with sales executives and global account managers who exceed their revenue goal each year, discussion invariably focuses on the benefits of four review processes that pave a pathway to sales success. Successful sales executives meticulously conduct four types of sales review processes: Win-Loss Analyses, Global/Strategic Account Reviews, Must-Win Reviews and Funnel Reviews. Let’s […]
Another Sales Year–Another Sales Quota Miss!
It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year. Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]
Changes We Would Like to See in Healthcare in 2016
Provide true price transparency for in-patient hospital care Price transparency initiatives are being pushed from the federal government, state governments, employers, consumers, and other stakeholders.1 Consumers, whether they be individuals, corporations or insurers want to understand the costs of inpatient and outpatient care in order to make better and more informed purchasing decisions. “The […]
Selling in 2016—Is It Time to Get Back to Basics!
If you are a sales executive and you find yourself telling your team to sell more in 2016, you may want to rethink your strategy. The New Year is often filled with excitement, hope and hype–especially at annual sales meetings. It may be time to take a step back and look at the New Year […]
