Seven ways every customer touchpoint can increase company revenues By Sandler Systems There’s a hidden sales force within your company right now. They may already have great relationships built with your customers. They speak to them regularly and help them each time. Most importantly, their relationships are built on trust. Where can you find this hidden sales force? … [Read more...]
Back to School
Five homework tips to make you a best-in-class salesperson By Brian Sullivan Last week, my 14-year old daughter came running into the kitchen and yelled, “I am so excited! I just found out about my freshman class schedule. I can’t wait to mask up and get back to class!” (Okay, I might have added that mask up part myself) My first reaction was, “That sounds great!” And … [Read more...]
Clearing the Air
With more procedures shifting from the operating room to the outpatient clinic,the need for cost-effective smoke evacuation has never been greater. In today’s demanding world of healthcare, two requirements remain – safety and value. Healthcare providers insist that products provide utmost safety, not only for the patient being treated, but also for each healthcare … [Read more...]
Keeping Sales Moving
In order to keep the sales channel open, manufacturer and distributor reps have gotten creative in the ways they communicate and collaborate The sales must go on, even amid a pandemic. Though collaboration between manufacturer and distributor reps has been – understandably – much more difficult in recent months, reps are finding ways to stay in touch and stay in front of … [Read more...]
Selling Moderate Complexity
Molecular testing could drive POL market By Mark Thill Molecular testing may lead more physician office labs to make the transition from CLIA-waived to moderate complexity, even as the percentage of POLs performing moderate complexity testing has been falling over the past several years. Government statistics show the trends. The Centers for Medicare & Medicaid … [Read more...]
Lab and Rx
Examining the changing dynamics of test-and-treat programs. The conventional wisdom tells us that test-and-treat models improve healthcare, provide faster care, reduce cost and reduce morbidities. But do new medicines lead to development of new lab tests, or do new lab tests drive the development or use of new drugs? In this month’s article, I will explore this issue … [Read more...]
Facing Down Fear
How to quiet fear and step into the boldest version of you By Lisa Earle McLeod In the last several months, many have faced (and continue to face) an unprecedented level of ‘unknown.’Ambiguity can give rise to our deepest insecurities, and left unchecked, has the potential to fill us with fear. Being afraid is natural. But when you let fear take over, the world misses … [Read more...]
Publisher’s Letter
A Strong Finish If 2020 was Halloween, it would certainly be a trick verses a treat. The good news is, it’s October, and this crazy year is three months from being over! As I talk with reps around the country, I’m pleasantly surprised at how optimistic you all are and how you’ve learned to thrive in an environment that goes against how we’ve all grown up in the … [Read more...]