Health Care Reform – Update

Health Care Reform – Update

Today’s New York Times reports that Republicans are actively working to unravel and cripple as much of the Health Care Reform legislation as possible. Proposed tactics include withholding funding necessary to enforce the law, restricting the ability of the IRS  to collect fees and penalties, and reducing the funding of Medicaid. (Interestingly, Peter Orszag recently […]

Sales Craft – Stop Trying to Close

Sales Craft – Stop Trying to Close

During a conversation that a good friend of mine and I were having about selling, he started explaining that he was the only guy in his company who consistently does deals. He’s a entrepreneur who has created a highly successful consulting business over the last several years… and evidently has become the defacto chief salesperson. […]

Update: Health Care Reform is Happening

Update: Health Care Reform is Happening

Remember when health care reform was freshly signed and the industry pundits were scrambling to figure out what it meant for the industry? It reminds me of the Chinese Curse: May you live in interesting times. Because things are getting interesting, and encouraging. Health plans and providers are starting to get to the business of […]

Back from Hiatus

Back from Hiatus

On of the Wiki dictionary definitions for hiatus is a ‘break or vacation’. Despite the timing of my absence, my neglect herein wasn’t a vacation. Rather, I’ve been absorbed by a new venture long overdue(more on that at a later date). This new endeavor has afforded me an excuse to stay away from writing and […]

Sales Craft – Definitely Worth Reading

Sales Craft – Definitely Worth Reading

Reading and reviewing books is a rather personal and quixotic matter. One person’s personal favorite is another’s pulp. (I’ve come to realize that I’m alone in thinking that The Girl with the Dragon Tattoo is pure crap…) Stories have to hang together, the characters need to be rich and believable, the dialog should flow naturally, and […]

Sales Craft: 4pm on Friday

Sales Craft: 4pm on Friday

Every salesperson collects their share of memorable sales experiences, some involve sales victories, others are poignant and disappointing, a few are inexplicable and unbelievable(e.g., I once had a telephone thrown at me by my sales manager…one of those sizable desk sets that executives had, big and heavy with lots of buttons. Thankfully, he missed.) Every […]

Sales Craft: Triangulation

Sales Craft: Triangulation

In a sort of sales stream of consciousness, the post the other day got me thinking about preparation before the BIG presentation.  Preparation in the selling sense of doing what needs to be done in order to avoid surprises, effectively applying what I refer to as triangulation. In sales terms, triangulation is the act of establishing a broad, […]

Sales Craft: Planning to Stop

Sales Craft: Planning to Stop

I happened to be reading a book on consulting(from my perspective, effective sales people should consider themselves as trusted advisors to their customers, and prepare themselves accordingly) and in it the author mentions that during the culmination of the consulting project, there is a findings meeting where all the work up to that point is communicated and […]

Thursday at the AHIP Conference

Thursday at the AHIP Conference

Overall, conference turnout was encouraging. I spoke to one of the AHIP board members on Thursday and he reported that the attendance was higher than in recent years.  For me, the number of vendors seemed lower, but the overall mood from the booths was upbeat and more optimistic than last year(anecdotal but overwhelming.) People seem […]

Wednesday at the AHIP Conference

Wednesday at the AHIP Conference

I can summarize Wednesday at AHIP in one phrase: the MeDecision party. You could certainly question the ROI, but it was pretty top shelf at a time when spending money on big, splashy healthcare marketing events is in perpetual ebb. A  great venue to catch up with colleagues and partners, but conversations were held at a level […]