Understanding Hospital Charges, Costs and Payments
If you or a family member have ever been admitted to a hospital or if you sell to hospitals within the USA understanding their charges, costs and payments can be a bit daunting. Hopefully this blog will help to ease the pain and provide a greater level of understanding. In this blog we will cover […]
Strategic Account Management: Rebuilding a Poor Customer Relationship
Recently we were conducting a sales workshop on selling to strategic accounts. During one of the breaks a participants (Ken) asked us to have lunch with him so that he could discuss an account problem and gain our insight. Background & Situation During lunch Ken explained that he had recently been asked to take over […]
Selling to Healthcare Organizations: How Customer Centric Are You Really?
Most senior sales executives and sales professionals will tell you their organization is customer centric. Many will draw you a diagram to show you the intricate ways in which they interface with their customers. Others will show you an elaborate slide with the customer at the center of their organization’s universe. Some will provide you […]
Do the Questions Asked in a Sales Call Make You Memorable or Forgettable?
Recently we had the opportunity to lead a round table discussion with several sales professionals from diverse industries. One of the questions we posed to them was “Do the questions Sellers ask a Buyer during a sales call differentiate them?” In other words, does the questioning process alter a Buyer’s perception of the Seller? As […]
Should You Have an Executive Sponsor for Every Strategic Account?
Strategic accounts are the lifeblood of every organization. By definition they are those accounts that you absolutely, positively cannot afford to lose. They are so important to your organizations survival and profitability that they are treated as “corporate assets.” Since these accounts are vital to your organizations continued financial health they should be managed by […]
Hospital Business Acumen: Understanding Hospital Metrics
It’s no secret that sales professionals have to deliver value to their customers. Everyone is talking about it. Before you can deliver value, however, you must understand what metrics are important to hospital personnel so that you can tailor your message to impact a key performance indicator (KPI) that is being measured today. Here some […]
10 Deadly Sins in B-B Sales
Recently we had an opportunity to have a dinner meeting with several successful Vice Presidents of Sales in the MedTech industry. While none of them compete with each other, each manages a sales organization that excels in their industry and has the sales results to prove it. We asked them what pitfalls or obstacles they […]
Do You Have a Sniper in Your Strategic Account?
Within every strategic account there are numerous people that are your sponsor, coach or ally. These are the folks that helped you earn the business and they are your supporters. Lurking somewhere, however, is someone that does not embrace the continual usage of your product, service or solution. Their interest lies in removing your product […]
Does Hospital Procurement Only Care About Price?
Over the last few weeks we have had several conversations with various regional sales managers about the role of hospital procurement. With passion and raised voices, these managers argued that “hospital procurement only cares about price, you cannot sell them on value because they don’t care, they just want the lowest price!” They then asked […]
Getting Ready to Launch a New MedTech Product? Here is What Sales Wants to Know From Marketing!
In an environment of rapid technological change, new product introductions in the MedTech industry can be puzzling to clinicians and buyers at hospitals, clinics, surgery centers and medical offices. The customer’s world appears to be awash in change creating more questions than answers. “What prompted the change?” “Is my current product deficient in some way?” […]
