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. […]

Update: Health Care Reform is Happening

Update: Health Care Reform is Happening

Remember when health care reform was freshly signed and the industry pundits were scrambling to figure out what it meant for the industry? It reminds me of the Chinese Curse: May you live in interesting times. Because things are getting interesting, and encouraging. Health plans and providers are starting to get to the business of […]

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 – 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 […]

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 […]