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 Sales Force Development BlogUnderstanding Disease ManagementA surgical procedure is only one part of treating the patient who is hospitalized for a disease that needs surgery. Often we don't understand that the management of that patient goes way beyond the operating room. Patients who are co-morbid can cost the hospital tremendous amounts of money in post-op care. If we are truly consultative in our approach, it is important to understand what happens to the patient after the surgery and what the hospital must do to allow for a successful recovery, in order to send home healthier, not sicker, patients. Posted by Charlie Johnson on October 26, 2009 at 07:47am Comments (1) 
Understanding Your Customer's Total Business ModelMost sales people know everything about their products and their utilization. They know the physicians and clinical support people who participate in using those products. What they don't know is how hospitals operate profitably or at least at break even. If we are to be successful in selling our products in this market, it is important to understand how to demonstrate value to the entire hospital organization. We sell on benefits, our customers' buy on value. Posted by Charlie Johnson on October 26, 2009 at 07:46am Comments (1)
Hospital Sales Getting Tougher and TougherIt can seem like everyone is against all of us who sell medical devices, equipment, biologics and pharmaceuticals into hospitals; the government is trying to separate the relationship between companies and healthcare providers; the healthcare providers are creating new restrictions on the actions of sales people, and states are implementing strict gift bans with tough penalties. This calls for some creative skills in accessing your customers and delivering the much needed information they seek. What all the stake holders fail to understand is that sales people are the primary source for new products to treat patients. Every physician I have known over 27 years in this business has depended upon us to keep them up to date on new products, new procedures and new studies so they can make the best choice for their patients. In the coming weeks and months I will share some creative ways of communicating with our customers while we stay in line with ADVAMED guidelines and proper hospital protocols.
Posted by Charlie Johnson on October 26, 2009 at 07:45am Comments (1)
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