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 | Aug 8, 2017 | Hospitals & Healthcare, Medical Sales, Operating Room Sales, Sales, Salesforce Management
People often ask me what I do for a living. Here is my personal response. “I am a highly trained professional who has spent years honing my craft through the school of ‘wins & losses.’ People often approach me to help them buy a product, service or solution. I...
by Tom Williams & Tom Saine | Jul 18, 2017 | Hospitals & Healthcare, Medical Sales, Operating Room Sales
Within the last month, we have had several very talented sales professionals contact us for advice and assistance because they were suddenly out of work. The common thread ……none saw it coming. If your saying to yourself this couldn’t happen to me…read on! One was a...
by Tom Williams & Tom Saine | May 9, 2017 | Hospitals & Healthcare, Medical Sales, Sales
Ask a company executive if their organization is customer-centric and you will receive a resounding and emphatic “YES” followed by several concrete examples. Is this reality or fantasy? Customer-centricity can have different nuances of meaning. First, it can mean that...
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....
by Tom Williams & Glen Hall | Apr 4, 2017 | Hospitals & Healthcare, Medical Sales, Operating Room Sales, Selling to Committees
You have heard this story before. You have this exciting new product. You know your surgeons (or insert key stakeholder here) will love it. For some time now you have been telling them it’s coming, extolling its virtues and planting the seeds for why they will want to...
