The Rise of Information Overload
So, what makes healthcare sales so difficult? And, why is it more difficult than it has been in the past? In The Pain of Healthcare Sales blog post, we began to [...]
For The Love, Don’t Do This On LinkedIn
I am a professional sales person. I admit it. I carry the title of CEO for three companies, but my job is really to sell others on the value [...]
6 Communication Lessons I Learned From 21 Years As A CEO
I admit that I am slow to learn on some things. After 17 years as a hospital CEO and then 4 years as a serial healthcare entrepreneur, I have [...]
The Demise Of The Cowboy
So, what makes healthcare sales so difficult? And, why is it more difficult than it has been in the past? In The Pain of Healthcare Sales blog post, we began to [...]
The Pain Of Healthcare Sales
Imagine the situation: Your company has a product or service that would be great for a hospital. You think it will be wildly successful in the hospital setting and [...]
Discussion Presentation
Lesson #7: Discussion Presentation The Discussion Presentation is the final Value Proposition Message tool and the final lesson from the Selling to the Pain book. The Discussion Presentation is the [...]