By: Kriss Barlow, RN, MBA Even saying the word “close” can create trepidation. Oodles of books have been written on the subject yet field staff often admit to a lack of confidence in their closing skills. Counter that with the fact that leaders will often say to me,...
By: Kriss Barlow, RN, MBA Checklists are really popular these days. You review a list of attributes to determine where you stand and in the process, perhaps you learn something about yourself. As I read a few of the recent checklists, one made me think about great...
By: Susan BoydellIt’s not that physicians don’t want to meet with you; it’s that they have too many competing priorities. The only way to get to the top of the list is to provide value.Lately, when I talk with physician liaisons about the most difficult part of...
By: Kriss Barlow, RN, MBA “So the writer who breeds more words than he needs is making a chore for the reader who reads.” -Dr. Seuss Logically, we recognize the best way to capture an audience’s attention is to craft a message that resonates. Clearly, our advertising...
By: Kriss Barlow, RN, MBA When interviewing for field sales positions, almost every candidate makes the claim that they have a consultative sales approach. Many name the sales training they received or mention that their approach is needs-based. As I listen to what...
By: Kriss Barlow, RN, MBA Did you happen to catch Seth Godin’s blog on getting to market faster? Even the thought brings a smile to most healthcare strategists! Just getting to market is often painful, never mind the faster part. Taking on the organization’s...
