How you listen and treat your customers matters just as much as what they say during a sales conversation. By Patrick T. Malone For decades, experts have said that leadership is intangible and therefore un-measurable. But if you look at any great leader, you see that leadership is clearly measurable. Leaders are determined by their followers. No committed customers. No … [Read more...]

If you persevere through rejection, your audience (and success) will emerge. By Kevin Brown “I really wish I was less of a thinking man and more of a fool not afraid of rejection.” — Billy Joel I am a keynote speaker and author. I am a sales professional. I am a human. I have an intimate relationship with rejection. Growing up I was a sensitive kid. I … [Read more...]

The top 10 communication mistakes medical salespeople make, and how to fix them. By Brian Sullivan In the world of medical sales, your words are your currency. Spend them wisely, or you’ll find yourself broke in opportunities and relationships. After diving deep into the trenches of sales battles, I’ve identified the top 10 communication blunders that are costing you more … [Read more...]

How to use the customer experience to enhance your sales opportunities in 2024. By Pete Mercer What are people going to remember most about your organization? Is it the product you sell? It might be special to you, but there’s a good chance that someone else has something that’s just as good (if not better.) Is it the price point? That’s a big deal for a lot of … [Read more...]

In today’s continuum of care, the service line is migrating away from the traditional four walls of a hospital to alternate sites. As such, healthcare providers need the right products for safe handling of critically injured and chronically ill patients from expensive acute facilities (that may cost upwards of $3,795 a day) to the lowest cost alternate sites of care (that may … [Read more...]

Whatever the market conditions, Midmark’s Adam Toney is committed to delivering value to today’s U.S. healthcare providers. By Jenna Hughes In an increasingly dynamic healthcare marketplace, connecting with clients is a key to success for both manufacturer and distributor sales reps. When making purchasing decisions, hospitals and health systems must feel as though their … [Read more...]

Fisher Healthcare’s JP Espinosa isn’t afraid to tackle new challenges in the med/surg market. By Pete Mercer Starting out in a new industry is always an exciting time for any young professional – you are full of bright-eyed optimism and fresh energy for overcoming challenges, while still figuring out your place in the grand scheme of things. It can also be challenging to … [Read more...]

Aledade, the largest network of independent primary care practices in the nation, is valued at $3.5B.   By Daniel Beaird Bethesda, Md.-based Aledade became the nation’s largest network of independent primary care practices in early 2023. The networked commercial healthcare provider (CHP) claims more than 2 million patients through over 150 value-based contracts by … [Read more...]

Whole room design with Midmark. Primary care facilities are designed with a distinct purpose in mind – improving patient care. From the outset of the design and construction process, blueprints are drawn up to optimize workflows within the front office, lab space, and patient rooms to ensure that each touchpoint operates efficiently. A critical piece of this puzzle is the … [Read more...]

How small changes can lead to big gains in your personal and professional life. By Jim Poggi, Principal, Tested Insights In this column, “today I will” provide coaching on how to increase your productivity, sales performance and peace of mind – while growing your business in the process. This column will not focus on lab products, but on the state of mind needed to … [Read more...]