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 […]

Cautious Optimism

Cautious Optimism

Towards the end of the year, I had to provide the board a recap of 2009 and my predictions for how the new year might play out. (I’ve attached the Summary and Overall Market Background sections at the end of this entry in case you’re interested.) We’re now three months deep into 2010 and I’m […]

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 […]

Typing is NOT Selling

Typing is NOT Selling

Just after rambling on about the limitations of ‘blast’ emails in my last blog entry, I got blasted by regular email. A long series of terse but friendly back-n-forth email messages with a key customer, none longer than ten or fifteen words, culminated with him (mis)interpreting my latest response and reacting with a three paragraph […]

When the President Speaks…

When the President Speaks…

If you work for a health plan, it’s no fun reading the paper today. But if you’re selling to them, you better be staying current. President Obama has payers squarely in his sights this week in Ohio, making all sorts of incendiary, explosive statements like the “we cannot have a system that works better for […]

Do ‘Blast’ Emails Work?

Do ‘Blast’ Emails Work?

I can remember the very early days of email, written with Unix Vi text editor on character terminals. I was selling to AT&T at the time, and the promise and pitfalls were immediately obvious even then. Salespeople could sell by written note rather than phone call. It was easier, faster and arguably more efficient, but […]

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. […]

The First 90 Days

The First 90 Days

One of the striking similarities with starting a new blog and starting a new job is in how you start. First impressions matter and early success and momentum can define the trajectory of your career. For me, I rely on my 90 Day Plan, and I’ve got one for this blog not unlike the ones […]

Why Write About Selling to Payers?

Why Write About Selling to Payers?

Hello and welcome! I’ve been selling to health plans, PBMs, TPAs, and other payers for most of my professional sales career. And while bookstore shelves groan under the weight of books touting sales tricks and strategies for the engaged sales professional, there are few resources that help address the unique and sometimes irrational nuances that […]