7 Potential Pitfalls Resulting in a Poorly Executed Hospital SAM Program
Many MedTech organizations now employ a Strategic Account Management (SAM) function whose focus is to work with the company’s most important customers to build a deep understanding of customer needs and provide solutions. Some companies are achieving great results while others are not. What are the differences between those that are succeeding and those that […]
Trade Show Exhibitor Do’s and Don’ts!
A Word of Caution Before every trade show it’s always a good idea to review the “Do’s & Don’ts of working a trade show booth. Even savvy sales veterans can appreciate these gentle reminders. As they peruse this list many realize that they have inadvertently lapsed into some bad habits over the years. The quick […]
Questions You Should Be Able to Answer About Your Sales Funnel! Part 2
If your not making your revenue number start by taking a long, hard look at your sales funnel. In Part 1 of this blog we provided seven questions to ask and look for. Here are seven more. 7. What opportunities have been added to the funnel? Whenever you win an opportunity you should prospect and […]
Questions You Should Be Able to Answer About Your Sales Funnel! Part 1
If your not making your revenue number start by taking a long, hard look at your sales funnel. Here are some questions to ask and look for. 1. Are there enough opportunities with the right dollar value in the funnel to make your revenue number? Let’s assume its January 1st and the start of your […]
Warning Signs of Customer Defection
Your customers are safe! They will keep buying from you! Or will they? With a frightening increasing frequency hospital customers are defecting from their current suppliers as they attempt to reduce their cost structure. To prevent this occurrence from happening to you be vigilant about monitoring the following customer defection warning signs: Decreased Usage – […]
Implications of Healthcare Reform for Suppliers: Part 2
As healthcare reform descends upon all of us it’s important to look at the implications for suppliers so that a strategy can be developed to cope with these sweeping changes. In Part 1 of this blog we looked at changing physician relationships, fewer buyers, payments and payers and price transparency. In this week’s blog we […]
12 Reasons Why Hospitals & Healthcare Systems Use RFPs!
Increasingly hospitals are turning to Request for Proposals (RFPs) to procure their goods and services. RFPs give hospitals one voice and one process thus streamlining the purchase process for goods that they deem to be highly price competitive. There are twelve reasons why hospitals and healthcare systems use RFPs: 1. Policy Requirement or Law: RFPs […]
Are You Worth A Long Term Relationship? Part2
Now that we understand how a customer defines a “partner”, it’s time to discuss how to become one. If you missed it you can access it here. Remember in our vernacular a “partner equates to a trusted business advisor.” Here are the critical elements to help you rise above your competitors and stand – out […]
Are You Worth A Long Term Relationship? Part1
The degree, to which a company is seen as understanding and contributing to a customer’s critical issues, is directly proportional to being seen by the customer as a valued partner versus a transactional vendor or merely a consultant. This in turn is a direct predictor of success for both the seller and the customer. The […]
10 Things Not To Do at Sales Quarterly Business Reviews!
In a previous blog we described the 5 Bs of Success at Quarterly Business Reviews (QBR). They were Be Prepared: Be Polished: Be Brief: Be Memorable & Be Gone. If you missed it you can access it here. In this blog we would like to take the opportunity to tell you what not to do during […]
