Hospital Business Acumen: Form 990 & Why You Should Care!
If you sell to Not-For-Profit (NFP) hospitals one of the best kept secrets is Form 990 and the wealth of information it can provide to sales representatives, especially if you sell to hospital executives and the C-Suite. The Form 990 is the tax document that tax-exempt non-profit organizations file each year with the IRS. It’s […]
“Negotiating the Complex Sale: Five Fatal Myths”
In a recent workshop on negotiation, we asked the sales representatives “When that long awaited telephone call comes from your client, what steps do you take in preparing yourself to negotiate the contract or deal?” It was relatively easy to tabulate the data. One participant raised her hand and said that she does a quick […]
Are You a “Memorable” Sales Rep?
You just made a sales call. You think it went well. The buying influence addressed all of your questions. You now believe that you have developed a corporate connection that lays the foundation for a mutually agreed upon next step. In retrospect, ask yourself, “Did you make a lasting impression, one that will resonate throughout […]
10 Reasons Why Strategic Account Plans Fail!
Many sales professionals are asked to develop a Strategic Account Plan (SAP). These plans allow sales professionals to keep management abreast of changes with their customers and competitors, develop strategies to foster profitable growth and define success metrics with a focus of 1-3 years. Because SAPs are plans they need to be reviewed, updated and […]
What Do the Hospital “Cs” Think About? The 13 Ps! Part 2!
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 hospital 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 […]
