The Spark

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...

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...

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...

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...

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...

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...

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...

The proposal stage is a common sticking point in the sales process that delays the sales cycle.  Why? Often sales teams listen well in the Discovery Stage, but do not tailor their offering...

I remember the first lunch I had with my boss after I was promoted to a sales leader role. He congratulated me and said, “I am going to give you the best sales advice you will ever hear.” The...

Cs (CEOs, COOs, CIOs, etc.) speak their own language. They are focused on strategy, team-building, market share, growth, margins, competition and capital allocation. Before you meet, do your...

What is disruptive innovation? It’s a question most new business owners have, and it’s a valid one. The theory of the phrase came to fruition in 1995. Now, it’s one of the most important terms...

Are you wondering how to get ahead of the competition? There are millions of companies out there running full steam ahead, but are there ways to be the best in your department or field? Absolutely!...

Having your own business can be exciting, but it also means keeping up with the fast-paced world of online marketing. Unfortunately, marketing on digital platforms isn’t something most people grew...

We guide healthcare IT and professional service sales organizations to sell more, faster through shared vision selling. As a growth consultant, I’ve noticed that when sales executives make mistakes,...

Sales training is among the lowest cost, high ROI investments a sales leader can make. Especially with content tailored to your business, you will see significant improvement in sales team...