by Tom Saine & Tom Williams | Feb 21, 2017 | Buy-Sell-Process, Buyer Behavior, Call Planning, Sales Strategy
In today’s world of Google, LinkedIn, Twitter, Facebook, Instagram, blogs, newsletters, news feeds, instant messaging and other sources, information is readily available to buyers whether they are B-C or B-B. With these resources buyers are much more sophisticated and...
by Tom Williams & Tom Saine | Sep 26, 2016 | Buy-Sell-Process, Buyer Behavior, Opportunity Management, Sales Strategy, Selling to Committees
“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...
by Tom Williams & Tom Saine | Apr 18, 2016 | Buy-Sell-Process, Buyer Behavior, Sales Coaching, Sales Effectiveness
It seems like such a simple question, but if your company hasn’t defined and mapped the process your customers go through to make a purchase decision you are just guessing and guessing can cost you time, money and market share. According to CSO insights and other...
by Tom Saine & Tom Williams | May 19, 2015 | Buy-Sell-Process, Hospital C-Suite, Hospital Sales, Sales Effectiveness, Selling to Executives
There is an abundance of excellent articles on selling to the C-suite or the executive management team. It’s strong evidence of the continued professional growth of our global sales community. You can find data-driven supportive research documents, testimonials and...
by Tom Williams & Tom Saine | Jan 13, 2015 | Buy-Sell-Process, Hospital Business Acumen, Hospital Strategic Procurement, Negotiation, Sales Strategy, Selling to Hospitals
As strategic procurement gains more power, authority and influence within hospitals and health care systems they are gradually educating non-procurement personnel within the hospital on how “to engage and not engage” with sales professionals. We call this education...
by Tom Williams & Ron Lee | Jul 8, 2014 | Buy-Sell-Process, Call Planning, Hospital Business Acumen, Hospital Strategic Procurement, Opportunity Management, Sales Funnel Management, Sales Strategy
Hallelujah you have just been told you won the sale. Now the next challenge is to get the purchase order (PO). Be careful about celebrating too soon, you are not home yet. You would be wise not to include this order against your sales goal at this time. Finally, don’t...
