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. […]

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 […]

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 […]

Sales Craft: Don’t Add When You Can Multiply

Sales Craft: Don’t Add When You Can Multiply

Successfully selling to payers requires resources, coordination and logistics, strategies and tactics, discipline and attitude, and all sorts of other military-sounding references…if successfully applied. And while military analogies applied to the sales process are usually trite and tiresome, there’s a particular mindset that I’ve found useful as I approach sales opportunities, and that’s the concept […]

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 […]