by Tom Williams & Tom Saine | Apr 25, 2016 | Healthcare Industry, Hospital Operations, Hospital Strategy, Selling to Hospitals, Selling to the C-Suite
Hospital executive are being forced to think outside the box to keep their facility relevant within their community in the midst of a federal government and consumer led tsunami. Retailers and big box stores are aggressively moving into the delivery of primary care by...
by Tom Williams & Heather Williams | Feb 1, 2016 | Hospital Operations, Hospital Sales, Hospital Strategy, Operating Room Sales, Selling to Hospitals
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...
by Heather Williams & Tom Williams | Sep 21, 2015 | Healthcare Industry, Hospital Business Acumen, Hospital Sales, Hospital Strategy, Operating Room Sales, Selling to Hospitals
Have you ever wondered about the function and operation of an Operating Room (OR)? Unless you are a sales representative that routinely sells into the Operating Room or are a health care worker working within the Operating Room, you may be unaware of what actually...
by Tom Williams & Tom Saine | Sep 8, 2015 | Hospital Business Acumen, Hospital Operations, Hospital Sales, Hospital Strategy, Selling to Hospitals
It’s no secret that sales professionals have to deliver value to their customers. Everyone is talking about it. Before you can deliver value, however, you must understand what metrics are important to hospital personnel so that you can tailor your message to impact a...
by Tom Williams & Ron Lee | Aug 24, 2015 | Healthcare Industry, Hospital Business Acumen, Hospital Sales, Hospital Strategy, Sales
It used to be easy. Hospitals were where we went for emergency care, certain types of surgeries, for labor and delivery or for in-patient treatment of acute or chronic disease. Hospitals were also easy to find because they had the word “hospital” incorporated with...
by Tom Saine & Tom Williams | Aug 10, 2015 | Hospital Sales, Hospital Strategic Procurement, Hospital Strategy, Procurement, Selling to Hospitals
As a sales professional, your performance is under scrutiny. Management has key performance indicators (KPIs) that they measure daily, monthly, quarterly and yearly on you and your counterparts. The most common KPIs are revenue versus plan, achievement of the assigned...
