Most Account Plans Answer the Wrong Question
Most account plans describe the account but fail to drive action. Learn the question high-performing teams answer to turn account planning into execution.
GTM STRATEGY & ENABLEMENT FOR HEALTHCARE INNOVATORS
No fluff—just real work, tough lessons, and practical insight for sellers and founders.
What a Useful Account Plan Looks Like in Complex Sales
Most account plans look polished but fail to drive results. Learn what a useful account plan actually looks like and how it moves real opportunities forward.
STOP SELLING LIKE IT’S A SPRINT—START GUIDING LIKE IT’S A JOURNEY
Many healthcare B2B solution companies sell like they’re sprinting a 100-meter dash when they should really be running a carefully choreographed 10K, and for huge deals, maybe a marathon. A hospital CIO downloads a white paper, a clinician likes your LinkedIn post,...
Sales Process Vs. Sales Methodology: The Edge You Need
I want to highlight the difference between a process and a methodology. Challenger, Sandler, MEDDICC, and Miller Heiman offer excellent, well-researched training, but it needs to be adapted to fit into a complete sales process. We've integrated best practices into...
Harness Design Thinking Now For Increased B2B Healthcare Sales
Design thinking in B2B healthcare sales enhances customer understanding and relationships. In B2B healthcare sales, challenges are abundant and multifaceted. Sales leaders must navigate a landscape filled with new technologies, the ongoing impact of COVID-19,...
5 Tips for Your B2B Marketing Strategy
The article is reprinted from Authority Magazine. The B2B marketing landscape is a complex and evolving space, with its unique challenges and opportunities. Navigating it effectively requires well-thought-out strategies and insightful tactics. With a myriad of...
What is the number one indicator that you will win or lose a deal?
For complex, enterprise deals that require prospects to make significant changes, you need a coach within the buyer organization. We analyzed almost 10,000 complex sales opportunity records from several of our SalesSparx Shared Vision Selling (SVS) clients. The...
The Death Of The Traditional IT Staffing Model
I was at VIVE 2023 and ran into my good friend Eric Utzinger who started Revuud a couple of years ago, a platform for matching health systems to healthcare IT talent. His company is the future of health IT staffing. The primary value a staffing firm adds is finding...
How Does Salesforce.com Grow Their Revenue 100% Each Year?
Design Thinking drives their sales process (Forbes, Jan 15, 2019–Why Design Thinking is the Future of Sales). Design Thinking was first used for urban planning and later adopted by Apple to rapidly innovate product design. But sales is the latest and greatest...
The 3 Golden Rules Of Selling
Several years ago I had just been promoted to a sales VP role, and my new boss wanted to meet to do some “sales training.” He was a former, very successful, partner at a Big 4 firm where I worked earlier in my career and I braced myself with my notebook and pen...
