Build Your Professional Brand. Know These Lagging Indicators!
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...
Understanding the Steps in the Hospital Value Analysis Process
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....
I Want This Product Why Do I Need to Complete a Value Analysis Form?
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...What is a Hospital?….It Depends Upon Your Perspective!
What Is A Hospital? It’s not a trick question but it is a very simple question. Based upon your perspective the question can be answered very differently. Some of the answers may surprise you. Let’s look at some...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...Download our Healthcare Executive Insight Series
