The Hospital OR: Should They Go Rep-Less?

This topic has been in the national media recently and our blog entitled “Will the Sales Rep in the Operating Room Become Extinct” went viral recently.  We thought it prudent to re-issue a companion blog which was originally published 8 months ago along with some minor changes to allow for continued discussion of this important topic. As hospitals […]

How Hospital Leadership Defines Value from Their Suppliers

In today’s healthcare sales milieu MedTech sellers must transition from being a supplier to being a partner with their hospital customers. The new normal is collaboration to drive better patient outcomes while reducing costs. The conundrum for most MedTech sellers is to understand how their customers define value. Once that is understood they can develop […]

Hospital Sales 101: I Never Saw It Coming!

It’s the 27th of June and the hospital’s fiscal year ends at the end of December. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of the key […]

Within the Hospital: Who Cares & Who Pays?

In every sale of a product or service to a hospital, there are two fundamental questions that must be answered. They are: Who Cares and Who Pays? Who Cares is a list of all of the stakeholders that are involved in the purchase decision. Savvy sales professionals know that it’s fundamental to make a comprehensive […]

Sales Call Check List: What Every Seller Should Consider Before a Call!

Skilled and successful sales professionals recognize the importance of call planning in conducting an effective sales meeting. How many times have you left a meeting only to realize that you didn’t get the information, commitment or action anticipated? Today’s buying influences expect sellers to be professionals who can manage a meeting, focus on the buyer’s […]

Lesson Learned from a Sales Autopsy

Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative. Ben has been a top 5% performer for his firm (Origin) in each of the last five years. He has exceeded quotas every year and consistently outsold his competitors. Origin competes against several companies that offer similar services. Further, Origin […]

The Hospital OR: Should They Go Rep-Less?

As hospitals transition from a fee-for-service payment model to a world of value-based purchasing, accountable care, aligned incentives and bundled payments there is continued pressure to reduce costs while maintaining or improving the quality of care. Professional buyers and Value Analysis Committees are leading the cost saving charge because every dollar saved drops straight through […]

9 Reasons Why Cross-Selling Programs Fail

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 healthcare sector.  What was troublesome was their efforts at building an […]

Will the Sales Representative in the Operating Room Become Extinct?

Few patients that go in for spine, hip or knee replacement surgery realize that a sales representative is often present to provide technical assistance to the surgeon during the procedure. This is a practice that has been prevalent for decades and has traditionally provided great value to hospitals and surgeons but is now under fire […]

Changes We Would Like to See in Healthcare in 2016

  Provide true price transparency for in-patient hospital care Price transparency initiatives are being pushed from the federal government, state governments, employers, consumers, and other stakeholders.1 Consumers, whether they be individuals, corporations or insurers want to understand the costs of inpatient and outpatient care in order to make better and more informed purchasing decisions. “The […]