by Tom Williams & Tom Saine | Mar 5, 2018 | Negotiation, Price Demands, Procurement, Sales Skills, Sales Strategy, Selling to Procurement
If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than...
by Tom Williams & Heather Williams | Feb 26, 2018 | Business Acumen, Healthcare Sales, Healthcare Terms, Hospital Sales, Medical Sales, Operating Room Sales, Selling to Hospitals
The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and...
by Tom Williams & Tom Saine | Feb 12, 2018 | CEO, Sales Coaching, Sales Effectiveness, Sales Performance Management, Sales Strategy
After leading organizations as a CEO and working with a myriad of senior leaders in a wide-range of industries it is our firm belief that many organization waste significant resources because there is little or no financial over-sight in four key areas of selling and...
by Tom Williams & Heather Williams | Feb 5, 2018 | Healthcare Industry, Healthcare Sales, Medical Sales, Operating Room Sales, Sales & Marketing
It’s no secret that selling into healthcare organizations has gone through a gradual metamorphosis over the last several years due to hospital consolidation, a changing reimbursement milieu and the increasing influence of Procurement. Ask any sales representative or...
by Tom Williams & Tom Saine | Jan 29, 2018 | Medical Sales, Operating Room Sales, Sales, Sales Effectiveness, Sales Performance Management
Regardless of tenure or experience, every sales representative is placed in one of three categories by their First Line Sales Manager (FLSM) and senior management. Either your promotable, sustainable or replaceable. Your category is defined by the results you deliver...
by Tom Williams & Heather Williams | Jan 22, 2018 | Healthcare Sales, Medical Sales, Operating Room Sales
The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and...
by Tom Williams & Tom Saine | Jan 15, 2018 | Healthcare Sales, Medical Sales, Sales Coaching, Sales Skills, Sales Strategy
According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is...
by Tom Saine & Tom Williams | Jan 8, 2018 | Sales Coaching, Sales Effectiveness, Sales Management
The New Year is here…so if you want to sell more you better prepare yourself to sell smart. Take a serious look at how you and your team sold in 2017. Where are the performance gaps? Who are your “under performers” and how are they adjusting their selling strategy?...
by Tom Saine & Tom Williams | Dec 5, 2017 | Sales, Sales Best Practices, Sales Effectiveness, Sales Strategy
In large measure, the difference between highly productive sales professionals—those who exceed their quota year after year—and those sales representatives who seem destined to underperform lies in a single explanation: the productive seller chases good business and...
by Tom Williams & Tom Saine | Nov 28, 2017 | Medical Sales, Sales, Sales Leadership, Sales Management, Talent Management
Years ago, when one of the authors was in graduate school a professor made the following statement. “There is no bottom line until there is a top line. The key to a top line is hiring and supporting great sales professionals.” It was a profound statement then and it’s...
Subscribe To Our Blog
Join our mailing list to receive the latest news and blog updates from our team.
You have Successfully Subscribed!