The Sunshine Act: Necessity or Unnecessary Intrusion?
For better or worse the new Physician Sunshine Act, a provision of the Affordable Care Act (aka Obamacare) is rapidly approaching on August 1, 2013. If you do not sell to physicians you may be unaware of the new law and its regulations. This blog is designed to familiarize you with an overview of the […]
4 Channel Partner Behavioral Styles
Sales channels are mediums used by manufacturers for selling and distributing goods and services between the manufacturer and the end consumer. It can be described as any path you take to get your solution to the consumer. Today, there are four types of sales channels: A direct sales channel sells products and services through an in-house […]
Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 2
This is part 2 of our blog on understanding the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around. If you missed Part 1 click here and the link will take you to the article. We hope that these definitions and explanations reduce your anxiety and increase your […]
Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 1
Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around? Don’t be alarmed! This is one of the challenges that sales professionals face in today’s market. For specialty sales representatives many of these new terms, and acronyms relate to the specific product or […]
Hospital Sales 101: I Never Saw It Coming!
It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of […]
12 Ways to Build Professional Credibility in Hospital Sales
There is an old adage in sales that one can never have too much credibility. This is especially true in hospital sales where the “the new normal’ is for sellers that can provide proven measurable value. Think of credibility as building a bank account. You constantly have to keep making credibility deposits because one day […]
Eleven Easy Steps to Success with a Sales Channel: Part 2
In our last blog we presented the first five (5) steps to creating success with a channel partner. We advanced the notion that to receive a disproportionate “share of mind” with the channel requires a business strategy that leads to a differentiated relationship. A pillar of this strategy is “to help the channel grow […]
Eleven Easy Steps to Success with a Sales Channel: Part 1
Have you ever noticed that some “great companies” in the market with brand name products and services aren’t meeting the sales goals expected by management? Their products and services are consistent under-performers! Management often doesn’t understand the cause and begins one or more of the following aggressive campaigns to bolster sales revenue: Replaces sales leadership […]
Understanding Critical Access Hospitals
Purpose In 1997 legislation was enacted as part of the Balanced Budget Act that authorized each state to establish a State Medicare Rural Hospital Flexibility Program (aka Flex Program) under which certain facilities that participated in the Medicare program could become Critical Access Hospitals (CAHs). These were current hospitals with Medicare participation; hospitals that stopped […]
Pop Quiz on Hospital Types & Ownership Acumen
Have some fun and test your business knowledge of hospital types and ownership. For each statement select the most appropriate choice. Statements A hospital in which any profit is returned to its shareholders. A hospital owned by the federal government and operated by the VA. A hospital that operates as a Not-For-Profit (NFP) hospital […]
