What is Buyer Dysfunction
In this post, we review Buyer Dysfunction, what it is, why it happens, how it screws up your sales process and what you can do about it.
I’m a complex sales guy.
Okay, that doesn’t
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What Flavor is Your Buyer Collective?
The atomic unit of ABM and B2B Marketing is the target account. The sub-atomic unit is the Buyer Collective, the group of stakeholders at a prospective account involved in the buying process.
The Buyer Collective includes a champion who often …
Healthcare Technology Buyer Insights for 2023
Last month I moderated a HIMSS webinar panel of four senior healthcare technology executives to get their perspectives on 2023 and to provide advice to healthcare technology vendors and services firms. They did not disappoint.
You can view the webinar …
Sales and Marketing Integration in B2B Healthcare
In the video below, Royce Brunson, the Chief Revenue Office at HRS, discusses the integration of Sales and Marketing with Adam Turinas, the CEO & Founder of healthlaunchpad.
During the discussion, Royce highlights some of the …
The Seven Personas of Sales Champions
In complex sales, 3 will help you, but 4 out of 7 personas of sales champions will break you.
And so, in complex sales, we are dependent on identifying a sales champion, someone who will help us navigate the decision-making …
How Tech Purchases are Changing in Healthcare
Healthcare Startup Podcast – Episode 6
John Ulett, CIO of CentraState Healthcare
The “New Normal” is changing what and how healthcare systems buy. We conducted a webinar with the awesome John Ulett, CIO of CentraState Healthcare System in Central …
Shortening the Sales Cycle in Healthcare – Getting Inside the Buyer’s Head
You May Not Be Where You Think You Are
We recently ran a workshop for a dozen healthtech sales executives. We were fortunate to have John Ulett attend. John is the CIO of CentraState Healthcare System.
He is a veteran …
Healthcare Targets – Stakeholder Maps
How to reach the right people in Healthcare #1
Getting a meeting with healthcare target buyers is one of the toughest challenges in selling to hospitals and other healthcare organizations. They buy differently and take forever to sell to. …
Accelerating Out of the Curve – healthlaunchpad eBook
When the coronavirus crisis ends, how are you going to get your business growing again? Our eBook, Accelerating Out of The Curve has the answers.
We just published our first eBook. It’s called Accelerating Out the curve. This ebook is …
How to Create Your Post-COVID-19 Growth Strategy
The Impact of COVID-19 on healthcare systems Part 2
In part 1, we covered the new reality faced by healthcare systems. In this post, we look to the future and help you plan your post-COVID-19 Growth strategy.
Apart from …