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 – 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 […]

AHIP Conference This Week

AHIP Conference This Week

  For those of us who sell to payers, AHIP’s big annual blowout is perhaps the largest, best single opportunity of the year. It’s an ideal confluence of customers, industry news and a glimpse into the fomenting trends(e.g., new reimbursement models, interpretation of HCR), and the chance to catch up with friends, colleagues and contemporaries. […]

Sales Craft: The C-Level Sales Checklist

Sales Craft: The C-Level Sales Checklist

To continue where I left on in the last post, allow me to elaborate on steps you can take to multiply the force of your CEO(or other key resources.) Doing so makes the company more efficient and effective while at the same time raising your value and effectiveness both with the customer AND within your […]