Last week I went to the Colorado HFMA sponsored conference on the uninsured and under-insured. One of the presenters a Gary VanderArk, MD presented a story about Doctors Care. This is a program founded over twenty years ago to provide an accessible medical care to the uninsured and underinsured in…
Recently I was having dinner with my wife my sister and brother in-law. It was 7:30 PM on a Friday night in a very swank restaurant in the Twin Cities. You know white tablecloths, low light, and dark wood. The kind of place you take an important client or celebrate…
I was working on a project with my friend Mike the other day and talking about the challenges in our industry: – Increased client expectations – Downward pressure on our fees – The economic turmoil and fear – The future of healthcare reimbursement (we both sell to healthcare industry) And then, Mike said…
I don’t know what you sell, but when you are cold calling, you are an interruption. Your prospects are not waiting for your calls. In fact most of them would rather you didn’t call. As a sales professional I am always exploring ways to become better at the skills of…
When I first got started in selling, I mean really started, I had a boss named Jon. Jon’s motto was that if weren’t a little nervous in a sales call you weren’t working hard enough. What he was trying to instill was the need to stretch always for the…
Recently I was having dinner with my wife my sister and brother in-law. It was 7:30 PM on a Friday night in a very swank restaurant in the Twin Cities. You know white tablecloths, low light, and dark wood. The kind of place you take an important client or celebrate…
