Getting Inside the Black Box: Harsh Realities of Selling to a Committee
“Committees” are the mysterious black boxes of the sales universe. Sellers often assume they know what’s inside the box only to find that it was not at all what they suspected. The word “committee” is often used to cloak a buying process in secrecy. One individual’s “committee” is another’s team or group. When executives are […]
Now That the NFL Draft is Over, What Did It Teach You About Selling?
While both of us are fans of professional football, it’s tedious and confusing to wade through the myriad of articles and blogs on NFL draft predictions. Fortunately, the process is over for this year and every team has declared themselves a winner. By their own calculation, the much-heralded predictions by sport writers, channel talent experts […]
10 Things to Know About Selling to Hospitals in 2015
2014 and the holidays are behind us. For those of you that are on a fiscal year hopefully you ended the year strong and ahead of your sales revenue plan. For those of you that are in the mid-point of your sales year hopefully you are on target to meet or exceed your revenue plan. […]
What You Should Know About Hospital Committees!
We have all heard the jokes about committees. For example: a committee is a group that keeps minutes but loses hours1 or a committee is a group of the unprepared appointed by the unwilling to do the unnecessary.2 While these are humorous, in general they do not apply to healthcare organizations. Within hospitals committees play […]
