Other Articles

Bed count, how does it help you?

Like any industry, hospitals have their own lexicon.  One of the terms a sales person should know before stepping through the door of any...

Needs Assessment 101

Too many sales people see the needs assessment phase of the sales cycles as one part to get through as quick as possible.  And,...

The debate over same-handed rooms

There is a debate in healthcare over the efficiency and safety advances of same-handed rooms versus the additional cost in construction.  Traditionally, room designs...

Do you know how many physicians there are in the US?

  Do you know how many physicians there are in the US? I can tell you. There are 2,099,527 as of 2015 and I just...

The Evolving Exam Room

The convergence of healthcare challenges is changing the Exam Room.  Patient Centered Care initiatives, Predictive Health, Telehealth, Infection Control…just to name a few,  are...

Pharmacy Sales Basics –Centralized vs Decentralized

Starting to sell solutions in acute care center pharmacies is a daunting and intimidating experience.  If you try and learn everything there is to...

Where’s my stuff – RTLS (Real Time Locating Systems)

Tracking hospital equipment is a tough problem facing every hospital.  The average hospital loses between $200,000 and $300,000 worth of equipment each year.  Add...

Major Increase in OR Renovations

If you have not already, you will soon notice a major increase in OR renovations and construction; and most, if not all, will be...

Embracing the “bring your own device” (BYOD) trend

In a recent survey, hospitals are moving toward mobile systems and embracing the “bring your own device” (BYOD) trend. 62.1% of those surveyed are planning...

Connecting the dots with Challenge-Driven Solution

Talking about features and benefits is no longer enough. When selling healthcare solutions, you must "connect the dots" and talk about challenges and how...