The Role of Micro-Hospitals in the Healthcare Landscape

by Tom Williams & Heather Williams | Aug 22, 2017 | Hospital Business Acumen, Hospital Sales, Hospitals & Healthcare, Medical Sales, OR 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...

Build Your Professional Brand. Know These Lagging Indicators!

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...

What Hospital Sales Reps Need from Marketing in a Value Analysis Committee Toolkit

by Tom Williams & Glen Hall | Jul 11, 2017 | Hospital Sales, Opportunity Management, 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...

Understanding the Steps in the Hospital Value Analysis Process

by Tom Williams & Glen Hall | May 1, 2017 | Hospital Sales, Hospitals & Healthcare, Medical Sales, Operating Room Sales, OR Sales

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....

Where Hospital Value Analysis Committees Seek Possibilities for Change

by Tom Williams & Glen Hall | Mar 6, 2017 | Hospital Sales, Opportunity Management, Selling to Hospitals

Every hospital uses tens of thousands of individual items to provide clinical services to their patients. These products differ in function, use, size, purpose, complexity, packaging, ease of use and price. Oftentimes, products are used because they were introduced by...

Opinion Leaders That Are Influencing Your Hospital Buyers Purchase Decisions

by Tom Williams & Glen Hall | Feb 28, 2017 | Hospital Sales, Hospitals & Healthcare, Opportunity Management, OR Sales, Selling to Hospitals

  They are often behind the scenes and observable to only their client…the hospital stakeholder. They often only surface to the sales representative late in the buying process but they are a presence in many of the hospital purchase decisions taking place today....