Do You Know the Pathway to the PO?
Hallelujah you have just been told you won the sale. Now the next challenge is to get the purchase order (PO). Be careful about celebrating too soon, you are not home yet. You would be wise not to include this order against your sales goal at this time. Finally, don’t forecast it yet and above […]
“Negotiating the Complex Sale: 10 Questions to Guide Your Preparation”
Preparation is key to every effective negotiation strategy. Brian Mandell, Senior Lecturer in Public Policy at the Harvard Kennedy School, says that a good negotiator prepares by understanding fully what he/she wishes to accomplish. A great negotiator prepares by understanding what the other side wishes to accomplish. At the heart of your preparation should be […]
Hospital Business Acumen: Form 990 & Why You Should Care!
If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form 990 and the wealth of information it can provide to sales representatives, especially if you sell to hospital executives and the C-Suite. The Form 990 is the tax document that tax-exempt non-profit organizations file each year with the IRS. It’s […]
“Negotiating the Complex Sale: Five Fatal Myths”
In a recent workshop on negotiation, we asked the sales representatives “When that long awaited telephone call comes from your client, what steps do you take in preparing yourself to negotiate the contract or deal?” It was relatively easy to tabulate the data. One participant raised her hand and said that she does a quick […]
Are You a “Memorable” Sales Rep?
You just made a sales call. You think it went well. The buying influence addressed all of your questions. You now believe that you have developed a corporate connection that lays the foundation for a mutually agreed upon next step. In retrospect, ask yourself, “Did you make a lasting impression, one that will resonate throughout […]
10 Reasons Why Strategic Account Plans Fail!
Many sales professionals are asked to develop a Strategic Account Plan (SAP). These plans allow sales professionals to keep management abreast of changes with their customers and competitors, develop strategies to foster profitable growth and define success metrics with a focus of 1-3 years. Because SAPs are plans they need to be reviewed, updated and […]
Do Checklists have a Role in MedTech Sales?
A significant number of professional organizations have integrated the use of checklists to manage time-sensitive projects. Astronauts, IT professionals, and others in high risk industries use rigorous checklists to help them avoid potential hazards. As an example, every pilot goes through a pre-flight checklist before he pulls away from the gate; its standard operating procedure […]
