Is it Still a Hospital? The New Name Game!
It used to be easy. Hospitals were where we went for emergency care, certain types of surgeries, for labor and delivery or for in-patient treatment of acute or chronic disease. Most people thought of it as the destination if you were very sick or hurt. Hospitals were also easy to find because they had the […]
Early Warning Signs of Financial Stress in a Hospital
The hospital C-Suite is under duress. Each day they must carefully manage their scarce resources amidst a declining reimbursement, rising labor costs, a difficult credit environment and thin margins. As hospitals look for ways to increase the efficiency of their resource allocation MedTech suppliers must be aware of the early warning signs that the hospital […]
12 Things You Should Know Before You Work a Trade Show Booth
It’s not unusual for sales professionals and other key company personnel to be asked to work a trade show booth. Here are some helpful hints that should be provided to each company attendee before they leave home. 1. Booth number, size and location. Trade shows are usually located in a large exhibit hall. Make it […]
What Do the Hospital “Cs” Think About? The 13 Ps! Part 1
Every day sales reps descend on hospitals with an intense desire to get to the coveted “C” suite. They want access to the carpeted area of the facility because that is where the executive team resides. In the language of business, C-suite players are the individuals who are responsible for effective financial and human resource […]
Common Characteristics of the Best Healthcare Sales Reps: Part 2
Have you ever wondered why some healthcare sales reps consistently out-perform their peer’s year in and year out? We think they exhibit twelve (12) key characteristics. Last week in this blog we reviewed the first seven (7): accountability, process orientation, bias for action, experts at time management, buyer personas, customer intimacy and lose early. This […]
Common Characteristics of the Best Healthcare Sales Reps: Part 1
Have you ever wondered why some healthcare sales reps consistently out-perform their peer’s year in and year out? We think they exhibit twelve (12) key characteristics. In Part 1 of this blog we will review the first seven (7): accountability, process orientation, bias for action, experts at time management, buyer personas, customer intimacy and lose […]
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 […]