Healthcare Business Acumen & Sales Insights Blog
Are You Asking Prospects and Customers the Right Questions?
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food...
Beating the Elephant in the Room & Winning with the Hospital Value Analysis Committee!
The good news is your product is going to be placed before the Value Analysis Committee (VAC) for consideration of purchase. You are one step closer to getting the business that you covet. The key now is to ensure that the VAC approves your product. Here is a simple...
Remembering Bob Miller, a Sales Icon, Mentor & Friend!
Our blog this week will be markedly different and brief because yesterday we learned of the passing of Robert B. Miller. It is a sad day for us and the legion of worldwide sales professionals that were trained by him. His pioneering work along with several other...
Are You “Social Selling” or Committing “Social Suicide”?
Social Selling is an important tool in the weaponry of sellers for lead generation that nurtures meaningful relationships through conducting research, making a connection, fostering awareness and increasing interest. There is no debate. Social selling is here to stay....
Is Your Lead Management System a Lead Destruction System?
Are you inadvertently losing inbound leads because of your internal systems and organizational structure? Is your attempt to control lead management to your various channel members so rigid and formalized that leads are not being managed in a timely and efficient manner?
The Role of Micro-Hospitals in the Healthcare Landscape
There is a new type of medical facility that has begun to proliferate the healthcare landscape in the U.S. and they are called Micro-Hospitals. For some sales professionals, this will be a new call point and opportunity to provide sales and service. Think of these...
Why Sales Data Matters to Your Success!
W Edwards Deming made two profound statements “Without data you’re just another person with an opinion” and “In God we trust, all others must bring data.” If you believe this mantra, why is it that BODs, CEOs and Sales Leaders ignore the sales industry data or delay...
I Am a B2B Sales Professional & Proud of It?
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...
10 Things Sales Reps Hate with Passion!
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...
Build Your Professional Brand. Know These Lagging Indicators!
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...
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