by Tom Williams & Heather Williams | Feb 26, 2018 | Business Acumen, Healthcare Sales, Healthcare Terms, Hospital Sales, Medical Sales, Operating Room Sales, Selling to Hospitals
The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and...
by Tom Williams & Heather Williams | Feb 5, 2018 | Healthcare Industry, Healthcare Sales, Medical Sales, Operating Room Sales, Sales & Marketing
It’s no secret that selling into healthcare organizations has gone through a gradual metamorphosis over the last several years due to hospital consolidation, a changing reimbursement milieu and the increasing influence of Procurement. Ask any sales representative or...
by Tom Williams & Tom Saine | Jan 29, 2018 | Medical Sales, Operating Room Sales, Sales, Sales Effectiveness, Sales Performance Management
Regardless of tenure or experience, every sales representative is placed in one of three categories by their First Line Sales Manager (FLSM) and senior management. Either your promotable, sustainable or replaceable. Your category is defined by the results you deliver...
by Tom Williams & Heather Williams | Jan 22, 2018 | Healthcare Sales, Medical Sales, Operating Room Sales
The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and...
by Tom Williams & Tom Saine | Nov 7, 2017 | Call Planning, Medical Sales, Operating Room Sales, Sales Skills
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food...
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...
