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Medical sales – A new sales environment as more physicians become hospital employees

Sales Training Connection

hospitals have begun responding to the implementation of health care reform by accelerating their hiring of physicians. physicians are now employed by hospitals or integrated delivery systems , a trend fueled by the creation of accountable care organizations (ACOs) and the prospect of more risk-based payment approaches. More than half of practicing U.S.

What You Must Do for BETTER Sales Prospecting

The Sales Hunter

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. If you want greater success in prospecting — and more sales! So, one week you may focus on the health care industry and the next week you may focus on the automotive industry. Focus by key industry.

The REALLY BIG Upselling Sales Mistake

Increase Sales

All those additional bells and whistles (offered as additional savings) usually mean nothing to the prospect unless he or she wanted them in the first place or if they connect to their value drivers. Insurance Non-Health – The agent wants all the insurance and provides a solution including insurance not requested by the prospect. The goal is to solve their first problem.

Why Half-Baked Ideas Are Perfect Sales Conversation Starters

Jill Konrath's Fresh Sales Strategies Blog

Today’s crazy-busy prospects love it when you bring them ideas on how to improve their business.". Here’s why: Every prospect is not unique. Virtually every Sales VP is concerned about meeting their numbers, every HR executive worries about rising health care costs and every purchasing agent wants to reduce costs. The truth is, your prospects don’t get out a lot.

Value Proposition Examples - Words That Get Meetings

Jill Konrath's Fresh Sales Strategies Blog

They just aren’t saying things that get prospective buyers to say, “Come on in. With the spiraling costs of health care today, this is a critical issue for most businesses. Strong value propositions are your best tool for setting up meetings with prospective buyers. Jay is the owner of a massage therapy company. Any advice you can give is appreciated.".

The Sales Association: Insatiably Curious

The Sales Association

Great salespeople are genuinely and insatiably curious about everything having to do with their prospects. They ask lots of questions, over time, about their personal lives (to establish rapport), their business, how they do what they do, what they want to accomplish, and more to help them to develop a relationship and uncover what makes sense to the prospect. Not a pretty picture and certainly not the way to gather useful information from your prospects. Once youre sitting across from your prospect, its too late to prepare. Monday, February 21, 2011. at 11:00 AM.

Heuristic Sales Anyone?

Increase Sales

If all you had to do was to remember your role is to: Guide potential ideal customers or prospects to you (think attract attention and build relationships – marketing). However it does sound a lot more interesting than I am a realtor, accountant, health care provider, financial advisor, engineer, marketing consultant, small business coach, etc., Who knows?

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

In 2012, the health center rolled out one of the earliest versions of electronic health record management systems and has since continued to innovate with regards to technology in medicine. In 2012, she brought in Cerner Soarian, a health care information system that offers a workflow-driven design and addresses the dynamic nature of patient care. Aura Moore.

Give Your Business This “Special Advantage”


For example, it can be: (1) a market in chaos, in trauma, in transition, like, right now, the health care professions (fearful of the negative impact of managed care on their futures). (2) You will have a facebook strategy in place should you ever find yourself wanting more prospects coming to your business. Below is Gary Halbert’s verbiage, to give credit where credit’s due. It is profound. A clown, special sauce, great burgers, a big ad budget? He says he’ll take “a starving crowd.” What is a “starving crowd”?

Data Gets Smarter to Help Business Grow

Score More Sales

This is the Watson techno brain popularized by Jeopardy fame – IBM’s massive computer think-tank that is now positioned to help solve really big issues in medicine, health care, and also in business. You have so many apps and programs in sales, and more data than you could ever consume. That’s Billion with a B. What will be interesting will be the results that come from it all.

Data 55


Sharon Drew Morgan

patiently explain to our kids why something is bad for them, present a well-considered idea to our boss, offer great data as rationale to lead change initiatives, offer brilliant pitches to prospects to explain our solution. To date, she has worked with banks, tech companies, health care providers, communication providers, and retail. It actually causes resistance. But do we?

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Blog

In the health care segment of Siemens, field service engineers interact directly with customers to repair medical equipment. This interaction was a great opportunity to capitalize on generating prospects interested in Siemens products. Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks.

Four Ways to Link GTM Strategy and Customer Experience Improvements

Tech Bytes

A prospective client recently lamented that his company doesn’t have the capabilities and processes in place to ensure delivery of a consistent, high-quality customer experience across a range of channels. This got me thinking about the best ways to connect customer experience and go-to-market (GTM) strategy. GTM design must focus on specific customer segments. Across different channels?

When Are We Being Manipulative? When Is It Just Best Practice?

Partners in Excellence

These bad practices make customers reluctant to pick up the phone or respond to a prospecting email. The mortgage and related scandals of a few years ago, some of the health care scandals we read about daily, even respected people like Brian Williams of NBC News find themselves having gone a step too far, too often. We can communicate with customers and prospects in new ways. ” We’d be foolish not to leverage these–and well executed customers and prospects respond positively. ” Should we even care? Having no value to create.

eBook 17

Are You Making This Professional Practice Advertising Mistake?


In fact, this is one of the biggest mistakes that the majority of professional practices.such as attorneys, chiropractors, dentists, financial advisors, health care specialists, etc. For example, the following is typical copy found on a professional provider’s website: “Founded in 2001, we are the area’s leading provider of routine dental care and high-quality cosmetic options.

Why You Can't Motivate Workers | Sales Motivation and Sales Training

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. McGowan Charitable Fund brings its vision to life “through grantmaking in three program areas including Health care and Medical Research; Education, and Community Programs for Those Most Vulnerable.” prospect. prospecting. prospects. About. FREE Resources. Hire Mark. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Speaking. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Training. FREE Resources.

CFO’s Aren’t Too Optimistic, What Does That Mean for Sales People?

A Sales Guy

Having insight into what our customers and prospects are thinking is a tremendous benefit. Forty percent of CFOs report rising pessimism about their companies’ prospects (up from 28% in the second quarter). Employer-sponsored Health Coverage Alive and Well. CFOs have been grappling with the fallout from health care reform for two years now. When it comes to health care cost, about 70% of U.S. CFOs expect their company’s costs to rise as a result of health care reform, down from the 90% who formerly expected an increase.

Upcoming Webinars, New Research and Other News

Dave Stein's Blog

Everyone knows that the quickest way to get into a prospect account is to have someone make a referral on your behalf – it’s an age old approach, the power of which has never diminished. In recent times, tools to help people find connections into prospects have exploded onto the market – from CRM, to LinkedIn to social networking sites. Click here to take survey. Register here.

Think Your Customer Service Process is Solid? Read These Stats and Ask Yourself Again


Do you have an accurate picture of how customers and prospects see your business? You may boast 50 glowing testimonials but one scathing review is what will naturally stick in new prospect’s minds. You may have to contact new prospects many times in different ways before you finally win any of them over. But if surveyed, what would your customers say? What is Customer Service?

Heavy Hitter Sales Blog: Sales Psychology - REPUBLICANS vs.

HeavyHitter Sales

                              According to the New American, “The GOP chart reflects the complexity of at least 31 new federal programs, agencies, commissions and mandates that accompany the unprecedented government takeover of health care in America. Both types cause you to lose mental momentum with prospective customers. They asked us to help them convert more prospects into clients. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.