Do the Questions Asked in a Sales Call Make You Memorable or Forgettable?
Recently we had the opportunity to lead a round table discussion with several sales professionals from diverse industries. One of the questions we posed to them was “Do the questions Sellers ask a Buyer during a sales call differentiate them?” In other words, does the questioning process alter a Buyer’s perception of the Seller? As […]
“Message from the Front”: Best Practices for Handling Price Demands in Healthcare Negotiations
Over the last several years, we have had the opportunity to work with a number of companies servicing the healthcare industry. While our discussions with sales managers and executives have spanned a broad range of topics, one of the most frequently asked questions is: “What guidance can you give our frontline sales representatives when faced with […]
Should You Have an Executive Sponsor for Every Strategic Account?
Strategic accounts are the lifeblood of every organization. By definition they are those accounts that you absolutely, positively cannot afford to lose. They are so important to your organizations survival and profitability that they are treated as “corporate assets.” Since these accounts are vital to your organizations continued financial health they should be managed by […]
Have You Heard the One About the Sales VP Who Went In for an Eye Exam?
A friend tells a story that may seem familiar to many of us. Several years ago—before GPS systems were commonplace–he was traveling by car with one of his sales representatives to visit an important customer. Although our friend had been to the account on numerous occasions, it had been several years and the landscape had […]
10 Deadly Sins in B-B Sales
Recently we had an opportunity to have a dinner meeting with several successful Vice Presidents of Sales in the MedTech industry. While none of them compete with each other, each manages a sales organization that excels in their industry and has the sales results to prove it. We asked them what pitfalls or obstacles they […]
Do You Have a Sniper in Your Strategic Account?
Within every strategic account there are numerous people that are your sponsor, coach or ally. These are the folks that helped you earn the business and they are your supporters. Lurking somewhere, however, is someone that does not embrace the continual usage of your product, service or solution. Their interest lies in removing your product […]
Does Hospital Procurement Only Care About Price?
Over the last few weeks we have had several conversations with various regional sales managers about the role of hospital procurement. With passion and raised voices, these managers argued that “hospital procurement only cares about price, you cannot sell them on value because they don’t care, they just want the lowest price!” They then asked […]
During A Joint Sales Call, Are You A Potted Plant?
Before we started a recent training program on Sales Call Planning and Execution we asked the participants to tell us what they would like to achieve from the training. There was one question that arose from several of the participants. It was as follows: “How do you avoid having people from your organization go on […]
Why Most MedTech ROI Tools Don’t Work!
In the consulting portion of our business we are often shown an exciting new ROI model that has been developed by a medical equipment manufacturer to enhance their ability to close more deals. Its purpose is to show C-Suite level executives why they should purchase their product by quantifying the financial benefits. Each ROI model […]
Why Last Sales Quarter Was a Miss!
Well, for most of us we are almost halfway through Q-2. As you reflect on Q-1 you may come to one of the following conclusions: Q-1 was a good sales quarter. One down and three quarters to go to make my annual revenue plan. Q-1 wasn’t great but it wasn’t a total bust. I am […]
