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 [...]