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 Williams & Tom Saine | Apr 4, 2016 | Buyer Behavior, Hospital Strategic Procurement, Sales Strategy, Selling to Hospitals
All too often sellers view Procurement staff as the dark forces that obstruct the selling process. They are the “black hats” that delay or stop sales. They are the commandoes of commoditization. Some sellers subscribe to the belief that Procurement is obsessed with...
by Tom Saine & Tom Williams | Mar 21, 2016 | Buyer Behavior, Cross Selling, Hospital Sales, Selling to Hospitals
The Story of Cross-Selling Gone Wrong A couple of years ago, we were working with a company in the medical device industry that had acquired two smaller device manufacturers. Nothing new or unusual about that; it is all part of on-going consolidation in the...
by Tom Williams & Ron Lee | Nov 9, 2015 | Buyer Behavior, Healthcare Industry, Hospital Sales, Hospital Strategic Procurement, Sales Strategy
This is Part 2 of our blog that discusses 12 Ways that Hospital Buying Behavior is Changing. If you missed Part 1 Click here and the link will take you to the article. In Part 1 we discussed the Power Shift to Sophisticated Buying, Analytics & Revenue Cycle...
