by Tom Williams & Tom Saine | Jun 8, 2015 | Business Acumen, Healthcare Terms, Hospital Business Acumen, Hospital C-Suite, Hospital Sales, Hospital Strategic Procurement, Sales Performance Management, Selling to Hospitals, Selling Value
In the consulting portion of our business we are often shown an exciting new ROI model that has been developed by a medical equipment manufacturer to enhance their ability to close more deals. Its purpose is to show C-Suite level executives why they should purchase...
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 Thomas Williams | Jun 25, 2014 | Business Acumen, Healthcare Terms, Hospital Business Acumen, Hospital C-Suite, Hospital Finance, Hospital Sales, Sales Strategy
If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form 990 and the wealth of information it can provide to sales representatives, especially if you sell to hospital executives and the C-Suite. The Form 990 is the tax document that...
by Tom Williams & Ron Lee | Feb 25, 2014 | Hospital Business Acumen, Hospital C-Suite
Every day sales reps descend on hospitals with an intense desire to get to the coveted “C” suite. They want access to the carpeted area of the hospital because that is where the executive team resides. In the language of business, C-suite players are the individuals...
by Tom Williams & Ron Lee | Feb 18, 2014 | Hospital Business Acumen, Hospital C-Suite
Every day sales reps descend on hospitals with an intense desire to get to the coveted “C” suite. They want access to the carpeted area of the facility because that is where the executive team resides. In the language of business, C-suite players are the individuals...
by Thomas Williams | Oct 15, 2013 | Healthcare Industry, Hospital Business Acumen, Hospital C-Suite, Hospital Sales, Selling to Hospitals
Introduction In today’s’ rapidly changing healthcare environment, every sales representative wants to develop a relationship with key hospital C-Suite executives. In some cases it’s to protect the existing business against a competitive threat, while in others, it’s...
