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 & 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 & 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...
