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 & Glen Hall | Oct 31, 2017 | Hospital Sales, Opportunity Management, Selling to Committees, Selling to Hospitals
The good news is your product is going to be placed before the Value Analysis Committee (VAC) for consideration of purchase. You are one step closer to getting the business that you covet. The key now is to ensure that the VAC approves your product. Here is a simple...
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 & Glen Hall | Jul 11, 2017 | Hospital Sales, Opportunity Management, Selling to Committees, Selling to Hospitals
Time and time again we see organizations trying to win with Value Analysis Committees (VAC) by thinking inappropriately. They arm their field sales force with information that is helpful but not particularly useful or focused towards the needs of the stakeholders on...
by Tom Williams & Glen Hall | Mar 6, 2017 | Hospital Sales, Opportunity Management, Selling to Committees, Selling to Hospitals
Every hospital uses tens of thousands of individual items to provide clinical services to their patients. These products differ in function, use, size, purpose, complexity, packaging, ease of use and price. Oftentimes, products are used because they were introduced by...
by Tom Williams & Glen Hall | Feb 28, 2017 | Hospital Sales, Hospitals & Healthcare, Operating Room Sales, Opportunity Management, Selling to Committees, Selling to Hospitals
They are often behind the scenes and observable to only their client…the hospital stakeholder. They often only surface to the sales representative late in the buying process but they are a presence in many of the hospital purchase decisions taking place today. They...
