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 & Glen Hall | Oct 31, 2017 | Hospital Sales, Opportunity Management, Selling to Committees, Selling to Hospitals
The good news is your product is going to be placed before the Value Analysis Committee (VAC) for consideration of purchase. You are one step closer to getting the business that you covet. The key now is to ensure that the VAC approves your product. Here is a simple...
by Tom Williams & Heather Williams | Aug 22, 2017 | Hospital Business Acumen, Hospital Sales, Hospitals & Healthcare, Medical Sales, Operating Room Sales, Selling to Hospitals
There is a new type of medical facility that has begun to proliferate the healthcare landscape in the U.S. and they are called Micro-Hospitals. For some sales professionals, this will be a new call point and opportunity to provide sales and service. Think of these...
by Tom Williams & Tom Saine | Jul 25, 2017 | Hospital Sales, Medical Sales, Operating Room Sales, Sales, Sales Metrics, Sales Performance Management
Every B-B sales professional needs to prove their intrinsic value. It goes beyond making President’s Club. Sales representatives should think in terms of building their personal “brand” to improve their corporate visibility, increase their income and position...
by Tom Williams & Glen Hall | Jul 11, 2017 | Hospital Sales, Opportunity Management, Selling to Committees, Selling to Hospitals
Time and time again we see organizations trying to win with Value Analysis Committees (VAC) by thinking inappropriately. They arm their field sales force with information that is helpful but not particularly useful or focused towards the needs of the stakeholders on...
by Tom Williams & Glen Hall | May 1, 2017 | Hospital Sales, Hospitals & Healthcare, Medical Sales, Operating Room Sales, Selling to Committees
For most sales professionals navigating the Hospitals Value Analysis Committee (VAC) is like trying to walk through a minefield. You don’t want to get blown -up and you want to survive (win). Before you can win with the VAC you must understand how a VAC operates....
