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 […]
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 […]
At Sales Quarterly Business Reviews-Use the 5 Bs! Be Prepared: Be Polished: Be Brief: Be Memorable & Be Gone
Many sales professionals have to attend and present their previous quarters sales performance at Quarterly Business Reviews (QBRs). Success or failure depends on the following factors: 1. Be Prepared Use the reporting template provided by your company and think through carefully how you will present your sales and financial results. Recognize that this will be […]
Tips on Selling to the Hospital or Healthcare System C-Suite: Part 2
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 […]
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 […]
9 Ways Marketing Will Impact MedTech Sales: Part 2
As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]
9 Ways Marketing Will Impact MedTech Sales: Part 1
As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]
