Business Acumen & Sales Insights Blog

If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form

In a recent workshop on negotiation, we asked the sales representatives “When that long awaited

You just made a sales call. You think it went well. The buying influence addressed

Many sales professionals are asked to develop a Strategic Account Plan (SAP). These plans allow

Selling to hospital strategic procurement can be much easier if you understand the metrics that

A significant number of professional organizations have integrated the use of checklists to manage time-sensitive

Another quarter went by and you didn’t make plan. For many sales representatives this is

Call me old fashioned but I firmly believe that everyone that attends a trade show

If you’re in MedTech sales you have a designated territory and a sales goal. Making

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