Author: Allison McCarthy, MBA Most organizations begin efforts to implement a physician relations tracking system by first selecting the software. The unfortunate outcome is often that the organization quickly outgrows the selected software as it fulfills the...
by Kriss Barlow, MBA In sales circles, the topic of “the close” is always discussed. It seems fitting that we discuss this topic at the end of the year, as there are some similarities and of course, some vast differences in approaching the close. New sales staff are...
By Kriss Barlow, RN, MBA Have you ever purchased an item only to learn that nobody is as eager to respond to service questions or implementation needs as they were to “do the deal?” In our household, it really hit home with a new TV and the remote. We need three...
Author: Kriss Barlow, RN, MBA While communication woes can happen with a variety of people, many in healthcare say they wish they felt more comfortable interacting with their medical staff. There’s an inherent challenge in learning how to speak the language of...
Author: Kriss Barlow, RN, MBA The original version of this article appeared in Healthcare Executive. Content has been updated to recognize the marketplace in 2009. To grow and sustain their business, many hospitals rely on inpatient tertiary care, and the competition...
Author: Kriss Barlow, RN, MBA The author updated this article in 2009, to reflect the most current market and trends in physician relations/sales strategy. The article discusses different attitudes that slow the sales process, whether the audience is a physician or an...
