Four Steps to Answering Your “So What?”

Four Steps to Answering Your “So What?”

Are you feature-dumping or benefit-selling?  I bet most of us would say we are benefit-selling but when it comes right down to it, we probably spend a lot of our time communicating the features we have without even knowing it. 

What to Do When There’s Just Too Much to Do!

What to Do When There’s Just Too Much to Do!

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com This Spring I read this in USA Today, “3 out of 5 workers said they have already committed to more work than they can handle. Another 20% said they are at capacity and have no room to take on more.”  Hmmm, sound...
Six Tips to Hiring Better Physician Liaisons

Six Tips to Hiring Better Physician Liaisons

By: Susan Boydell | sboydell@barlowmccarthy.com Organizations that hire top talent are 30% more profitable. -Gallup Poll, 2016 One thing we know in physician relations is that success is highly driven by the strength of the field talent. We often say the basic...
The Leader Squeeze

The Leader Squeeze

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Managing the expectations of leaders and the team’s abilities When we are in the field, we tend to have a multitude of great ideas about management. When we get the chance to assume a management role, somehow...
Helping Your Team to Embrace Change

Helping Your Team to Embrace Change

By: Susan Boydell | sboydell@barlowmccarthy.com “There’s a difference between interest and commitment. When you’re interested in doing something, you do it only when circumstances permit. When you’re committed to something, you accept no excuses, only results.” –...

Stretch Your Data Side in Physician Relations

By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com “Companies that utilize a data-driven sales strategy boast better productivity and profitability.” – Dan Scalco Data can have a polarizing effect on the field staff. Some reps love using and working...