by Tom Williams & Heather Williams | Dec 13, 2016 | Hospital Sales, Operating Room Sales, Selling to Hospitals
What is a Hospital? It’s not a trick question but it is a very simple question. Based upon your perspective the question can be answered very differently. Some of the answers may surprise you. Let’s look at some examples: In our recently published book we described a...
by Tom Williams & Heather Williams | Dec 6, 2016 | Hospital Sales, Medical Sales, Operating Room Sales, Selling to Hospitals
This topic has been in the national media recently and our blog entitled “Will the Sales Rep in the Operating Room Become Extinct” went viral recently. We thought it prudent to re-issue a companion blog which was originally published 8 months ago along...
by Tom Williams & Heather Williams | Nov 29, 2016 | Hospital Sales, Operating Room Sales, Selling to Hospitals, Selling Value
In today’s healthcare sales milieu MedTech sellers must transition from being a supplier to being a partner with their hospital customers. The new normal is collaboration to drive better patient outcomes while reducing costs. The conundrum for most MedTech sellers is...
by Tom Williams & Heather Williams | Oct 25, 2016 | Healthcare Terms, Hospitals & Healthcare, Medical Sales
This blog is a follow-up to one we published several weeks ago in which we posed the question “Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around”? if yes, don’t be alarmed! This...
by Tom Williams & Heather Williams | Oct 3, 2016 | ACOs, Healthcare Terms, Hospital Business Acumen, Selling to Hospitals
Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that have been introduced and bantered around? Don’t be alarmed! This is one of the challenges that sales professionals face in today’s market. For specialty sales...
