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 […]

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  b: of a kind or style no longer current : old-fashioned 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 […]

World Health Care Congress – Tuesday/Wednesday

World Health Care Congress – Tuesday/Wednesday

CHICAGO – Got slammed last week(plus busy watching lacrosse and sailing this weekend…) so wasn’t able to summarize until now.  But, you didn’t miss much. Here’s my synopsis: Perhaps the best summary of the WHCC presentations came from a payer Medical Director who opined that the bigger the title the more pedestrian and safe the […]

Get Your Zen On

Get Your Zen On

Let’s face it. Selling to payers can be a slog. Decisions can take (seemingly) forever and require (ostensibly) more buy-ins and approvals than there are people in the company. In order to be successful and simultaneously maintain a manageable level of sanity and peace of mind, I find that you need to develop a zen-like […]

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 […]

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 […]

Across the Pond

Across the Pond

There will be a brief blog silence for the next few days, as I’m off to see ManU play Liverpool and Arsenal play West Ham. No promises, but I will try to do some unofficial research on Britain’s health care system. In particular, I want to see if that system supports the sorts of sales […]

Train Your Focus

Train Your Focus

So, if the mega-payers are fraught with challenges and complexity, what is the better payer sales strategy? Start by looking right below the giants, and then train your focus by stratifying the target list. For example, let’s look at the top 20 payers in the U.S: Company Total Membership 1. United Healthcare 32,000,000 2. WellPoint […]

California IPA List

California IPA List

It’s a very specific payer niche, but if you’re selling to IPAs in California, this is a good free resource. My thanks to Cattaneo & Stroud for making it available, and to Jay Ratcliffe for making me aware of it. www.cattaneostroud.com/medgroup_reports.htm

Picking Your (Pipeline) Battles

Picking Your (Pipeline) Battles

The conventional wisdom among sales people is that big deals take roughly the same amount of time, effort, anguish, etc. as small deals, so you’re better off focusing the bulk of your sales energy on big deals. The logic naturally follows that big deals are most easily derived from big companies. And generally, that’s true. […]