Business Acumen & Sales Insights Blog

Most MedTech sales professionals don’t realize that when selling to a Not-For-Profit (NFP) hospital the

Let’s be honest most of you reading this missive don’t routinely plan for sales calls

The healthcare eco-system is in flux as implementation of the Patient Protection & Affordable Care

Hallelujah you have just been told you won the sale. Now the next challenge is

Preparation is key to every effective negotiation strategy. Brian Mandell, Senior Lecturer in Public Policy

If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form

In a recent workshop on negotiation, we asked the sales representatives “When that long awaited

You just made a sales call. You think it went well. The buying influence addressed

Many sales professionals are asked to develop a Strategic Account Plan (SAP). These plans allow

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