Do You Need a Health Tech Sales Coach?
A practical guide for founders selling into health plans, health systems, hospitals, and other healthcare organizations Most health tech failures aren’t product failures.…
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Making the Most of a (Healthcare) Conference
I got a question from a client this week about an upcoming healthcare conference (AHIP, in this case) and thought the answer might…
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The CPT Is Your Friend
The CPT Is Your Friend Every health tech sales conversation runs up against the same, fundamental challenge. The solution works. The enthusiasm is…
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How Health Tech Deals Actually Get Done (Hint: It’s Not the Pitch)
How Health Tech Deals Actually Get Done (Hint: It’s Not the Pitch) That’s not how health tech solutions get adopted. When you’re selling…
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The Meeting You’re Not In
Your champion will be selling for you. Are they prepared? Last week I laid out the four things your solution needs to clear to get…
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Must-Have or Might-Do: There’s No Middle Ground
Must-Have or Might-Do: There’s No Middle Ground There’s a thing I’ve been paying particular attention to, and it’s becoming a sales challenge health…
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Most of your buyers are on LinkedIn right now
The CMO you’ve been trying to reach. The VP of Revenue Cycle. The compliance officer who signs off on new vendors. The medical…
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5 Sales Mistakes That Kill Health Tech Deals (And How To Fix Them)
Let’s be honest: Selling into healthcare is a minefield. You can have a great product, strong early interest, even a signed pilot… and…
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Your Sales Rep Is Stuck — Now What?
It’s a Common Problem It’s a problem every VP of Sales has encountered. Maybe you’re facing it right now. You’ve got a rep…
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How To Be More Likeable
Here’s the not-so-secret truth about sales success that too many people overlook: Does the customer like you? Yes, it sounds obvious… even cliché.…
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