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 […]

Tips on Selling to the Hospital or Healthcare System C-Suite: Part 1

Introduction In today’s’ rapidly changing healthcare environment, every sales representative wants to develop a relationship with key hospital C-Suite executives. In some cases it’s to protect the existing business against a competitive threat, while in others, it’s to manage a new opportunity where C-Suite buy-in is paramount to success.  Ensuring that the C-Suite members embrace […]