Categories: Sales Conversation
The medical marketplace is dealing with unprecedented challenges that demand an audible-ready sales force who’s prepared to articulate value in this formidable environment. Much has been written about the fiscal pressure health care providers are now under, but this recent blog on the New York Times website shows that the fight for a doctor’s time is an added burden.
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Categories: Sales Conversation
The New Year often brings new models, new gadgets, new and improved services and items to sell. Is your sales kickoff rolling out the latest and greatest function and feature of the product you’re selling in 2014?
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Categories: Sales Conversation
Understanding your customer’s minimum requirements and decision criteria is a fundamental component to any successful sale. If your buyers want to achieve specific Positive Business Outcomes, then there are a set of Required Capabilities that need to be in place with any solution they consider. Consider a deal you are working on right now. Ask yourself these three questions:
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Categories: Sales Conversation
In complex B2B sales, there’s always a competitor in the sales equation. Even if your biggest competitor is “No Decision,” effectively articulating your differentiation and the value you provide to your customer can make the difference between a closed deal and a lost opportunity. The most successful salespeople know how to demonstrate their differentiation in a way that aligns with the positive business outcomes their customers are trying to achieve. Having a solid grasp on how your products, services and company are different and better than the competition creates the opportunity for you to show value to your buyer.
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Categories: Sales Conversation
Healthcare is one of the most rapidly changing industries in existence. If you are selling in this dynamic marketplace, you know the success of your sales organization depends on your sales teams’ ability to have value-based sales conversations that speak to larger business problems. HealthLeaders Media just published an article on the top concerns for hospital and health system CFOs. After gathering input from nearly 40 CFOS, their most-pressing challenges were:
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Categories: Sales Productivity
If you’ve been in the selling game awhile, you’ve likely received your share of sales advice. We recently started a LinkedIn discussion asking for the best sales advice you've ever received. Here’s a list of some of our favorite responses:
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