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. […]

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: 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 […]

Important Lacrosse Update

Important Lacrosse Update

Completely unrelated to sales, health plans or work…But happy to report that the West Morris Mendham Minutemen beat West Morris Central in their rivalry match-up on Friday, winning back the Pooley Trophy for the first time since 2004. It was an exciting, back-n-forth battle won in the last few seconds. And while there were a […]

Bucking the Trend

Bucking the Trend

ob·so·lete \?äb-s?-‘let, ‘äb-s?-?\ –  a: no longer in use or no longer useful <an obsolete word>  b: of a kind or style no longer current : old-fashioned <an obsolete technology> I’ve mentioned previously that I sat in on Clayton Christensen’s presentation at WHCC, and that his book The Innovator’s Prescription is a must-read for those of us in […]

Here Comes Summer

Here Comes Summer

We’ve been enjoying a glorious run of warm sunny days here in Baltimore, universally welcome after a winter of record snowfall and the inevitable chaotic aftermath that comes with a city that has no experience dealing with 2-3 feet of snow. And already, this weather has me thinking about summer… I’ve got summer on my […]

Another Win

Another Win

Just received formal approval from another health plan to contract with us. It may only be more anecdotal evidence that 2010 is an upswing year in the industry, but it beats hard data any day! And remember, Chelsea plays ManU at Old Trafford this Saturday. It could well decide who wins the league.

Physician Practice Trend

Physician Practice Trend

Worth reading from the NY Times March 25th issue. More physicians are opting for a salary over being self-employed business people. The Times predicts that this trend will further advance the leverage of the big health system monopolies and drive up health care costs. Maybe. I contend that it will move more care delivery into […]

The Blind Spot

The Blind Spot

While in London last weekend, I ran into this intriguing and surprisingly common dilemma: getting people to switch over to something new and better. This particular example manifested itself with London taxi cabs. By way of background, it’s important to understand that from my perspective London taxis are superior to American taxis in essentially every […]

80% of Success is Showing Up

80% of Success is Showing Up

I have this one particular prospect that will never buy from us(okay, maybe there are others). They like our competitor, buy into their strategy and there’s no changing their minds. I ping them with a phone call or an email from time to time just to let them know that we’re still around, but I […]