By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com We’ve all run into a closed door in that figurative sense. What makes you decide to enter? I recently watched a young salesperson have great success in a tough situation. Others in the organization had previous...
By: Susan Boydell | sboydell@barlowmccarthy.com The dreaded “lunch” meeting requirement. I bet there isn’t a liaison out there that hasn’t been faced with a gatekeeper message, “Lunch is the only time our physicians will meet with reps.” While one can debate the...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com I read a recent statistic that 82% of sellers are out of touch with the needs of their buyers. Wow, I hate that, and I suspect we could say, “That’s not in physician relations, it must be those other sales...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Just this week I had a field manager ask me about best practices to keep the team motivated and inspired in their daily work. While leaders can make an impact because some motivation is extrinsic, a whole lot of...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Physician liaison teams often consider what their organizations could do that would make life easier. That’s tough stuff because we never get to control what others choose to change. We can, however, often...
By: Kriss Barlow, RN, MBA | kbarlow@barlowmccarthy.com Some field reps are easy to manage for results and others, not so much. We could have a full-on discussion about how they got to be that way – a chicken-and-egg conversation – but since I already took on managers...
