by Tom Williams & Tom Saine | Mar 5, 2018 | Negotiation, Price Demands, Procurement, Sales Skills, Sales Strategy, Selling to Procurement
If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than...
by Tom Williams & Tom Saine | Jan 15, 2018 | Healthcare Sales, Medical Sales, Sales Coaching, Sales Skills, Sales Strategy
According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is...
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 server...
by Tom Williams & Tom Saine | Aug 1, 2016 | Marketing, Messaging, Sales & Marketing, Sales Skills
We all know what constitutes a value proposition or statement. It’s a concise, clear and compelling message that conveys the benefit a product, service or solution provides the buyer’s organization. In other word, it’s a promise or pledge made by the seller to...
by Tom Williams & Tom Saine | May 26, 2015 | Hospital Sales, Hospital Strategic Procurement, Sales, Sales & Marketing, Sales Skills, Selling to Hospitals
You know who we are talking about. The Cost Crusaders are Strategic Procurement, Purchasing, Materials Management or Supply Chain depending upon the organization. While many of these professionals also focus on value there is a significant portion that are blinded...
by Tom Williams & Tom Saine | May 11, 2015 | Opportunity Management, Sales, Sales Performance Management, Sales Skills, Sales Strategy
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....
