Do You Take a “Posse” to Sales Calls?
As we discuss call planning and execution with sales professionals we often come across organizations
As we discuss call planning and execution with sales professionals we often come across organizations
Buyers begin each purchasing process with varied degrees of knowledge. Some may have direct experience
In football they call it the “2 Minute Drill.” It could be the last 2
Recently we had an interesting conversation with Ben, a very frustrated medical device sales representative.
Hospital executive are being forced to think outside the box to keep their facility relevant
It seems like such a simple question, but if your company hasn’t defined and mapped
As hospitals transition from a fee-for-service payment model to a world of value-based purchasing, accountable
All too often sellers view Procurement staff as the dark forces that obstruct the selling
You can’t sell if you can’t get in front of the people who would find