The pressure is on. You better make sure your selected vendor is top-notch, has incredible onboarding, works with you to ensure a timely implementation, and doesn’t rob you blind. After going through this process with several marketing automation tools, I’ve experienced first-hand the biggest pitfalls of vendor selection. I’ll let you learn from my mistakes, so you don’t have to make them, too.Read More
Aligning a vendor with your organization is critical for forming a successful partnership that will ensure your business objectives are met. Depending on your organizational needs, qualifying questions can help you get your list down to better vendor partners earlier, before heading into the full “requirements gathering” phase of your project. This will dramatically reduce the amount of time communicating, evaluating, and showcasing vendors - making your whole process more efficient.Read More
At 4:00 PM on Wednesday, February 22, a cheer went up from exhibitors at HIMSS17 upon hearing the announcement, “The Exhibit Hall is now closed.” Sales and marketing executives gathered their supplies and headed for the door, leaving teams of specialists to dismantle the mini-city that had sprung up in the almost mile-long convention hall.
Exhausted attendees, feet aching and shoulders slumped from carrying pounds of giveaways and literature, also made their way out of the hall. Many commented on the sensory overload of the exhibits, signage, noise and smells that had pummeled them for three days.Read More
Who’s ready for HIMSS17 in t-minus two days!? In preparation for the show, we sat down with Bruce Brandes, Lucro CEO and co-founder, to hear his thoughts on emerging trends in hospital purchasing and ask what innovation progress he expects – and hopes – to see at the industry’s largest annual gathering.
In ancient Roman times, gladiators entered the ring to engage in blood-soaked battle, often to the death. Fast forward to 2017, and while it may not be the Roman Coliseum, fearsome battles between vendors for health systems’ purchasing decisions, as well as battles around vendor choices within these health systems, still take place on a regular basis.
The difference in vendor and provider approaches to selling and purchasing, respectively, isn’t productive for either party, resulting in mutual frustration and inefficiency, as well as solutions rife with compromise. Vendors and providers that are open to changing how they approach purchasing conversations can save themselves the “sales battle”, work more efficiently and make better decisions to push toward innovation.
As you consider how this change can impact your organization, keep three benefits of a more collaborative vendor/provider relationship in mind:Read More
From Hyatt Regency ballrooms to eSpaces shared meeting rooms across the country, over the next few weeks, healthcare vendors are meeting to rally their sales teams and develop strategies for closing more business in 2016. Top challenges to address include:
- Gaining access to and mindshare of decision-makers
- Managing and accelerating uncertain and elongated sales cycles
- Understanding competitive differentiation
- Maximizing current customer relationships
A word of advice to those CEOs and Chief Sales Officers – rethink every sales strategy, tactic, and investment that may have worked for you in the past. You are wasting your time, money and risking the viability of your business. The market will demand this for two key reasons:Read More