Why the 5 rules every cook should know are selling rules, too.

As the leader of the sales and marketing team for a medical device services company, I am often asked if there are selling rules I follow. This question is tricky to answer because there is ambiguity inherent in selling and marketing. There is no silver-bullet formula that works every time. Do you get questions like this in your life, too? What I do is pay attention to areas that interest me, find people that appear to be passionate about a hobby or business and ask myself if what they are doing may apply as selling rules? This can be a … Read More

Humbled by Someone Listening

Yesterday someone humbled me by listening. She didn’t just nod, smile and walk away. Instead, Mareshah Lynch took action and made me feel special. Listening Takes Effort Mareshah Lynch is the patient counselor at Eye Care of Maine. She works with Peter Kohler, MD, an Ophthalmologist who is a LASIK and Premium Cataract Surgery Specialist in Waterville, Maine. Yesterday I visited Eye Care of Maine’s surgical facility because they are a LASIK client of Sightpath Medical. My trip to Maine was short, only one evening and part of a day to observe cases with Dr. Kohler. Prior to beginning surgical cases for the day, I … Read More

How Avagard Dented the Medical Device Rep World

On October 2, 2001, the selling world of the medical device took a dent. 3M Company received FDA approval of Avagard® and surgeons stopped scrubbing their hands at sinks outside of Operating Rooms. At the time, I was a medical device rep selling Intraocular Lens Implants (IOLs) and the action was at the scrub sink. Gaining Position and Seeking Influence An ophthalmologist once told me that the first scrub of the morning reminded him of when he played hockey and was getting ready in the locker room for the game. Mentally he’s going through his plan, thinking about potential obstacles … Read More

Will Private Equity’s Bull-Rush Into Ophthalmology Drive Growth?

Bull Rushing with man hanging on.

Will private equity’s bull-rush into ophthalmology drive growth? Dick Lindstrom, MD addresses this notion in a podcast he did with Tom Salemi from OIS. Stated investment reasons by doctors (MDs) are access to capital and business expertise. Profit growth, cost reduction, and services aggregation are success drivers for private equity (PE) that I’ve heard. Will these two forces play well together today and in the future? To create growing enterprise value, I believe PE and their MD partners will wrestle seven market forces. These trends tie back to the increasing commercial cast to Ophthalmology. In the new order, some MDs … Read More

Superhero Sales Rep – 5 ways you are saving the business world one deal at a time!

Superhero Sales Reps

Superhero status is what everyone strives for, right? How do you reach the rank of superhero sales rep when day-after-day you read about the demise of the profession? Many sales reps assume the role of superhero, their companies depend on them to save the business world and they do it in the humble anonymity of making calls. In person or on the phone. Here are five ways a superhero sales rep achieves immortality. Or doesn’t. From the Outside, You Look Like an Average Person Like Clark Kent before he hops into the phone booth, changes state and comes out Superman, … Read More

9 Selling Truths I’d Teach My Younger Self

Young Business Man with Senior Business Man

My hair is now gray, and these are the 9 selling truths I’d teach my younger self. Professional selling began for me 26 years ago. I was 24, had a baby on the way and my family figured I’d starve. Gratefully, I now have lots of wins and losses under my belt, and I’m still in the game. Given the luxury of a time machine, the ideas below are what I’d share with my younger self. The order is open to debate, and that’s why there are no numbers. My selling truths to pass on, along with a few suggested … Read More

3 Reasons the Price Discounts You Agree to are Killing Your Business

How is offering the price discount your customer is asking for killing your business? This article is about three important ways the discounts you’re offering are affecting your company! Your value is not consistent with the price No way, you say? Yes, it’s true. If your customer is asking you for a price reduction, their perceived value of your product is different than it was before. Even if they aren’t stating this with their words, they are with actions. And people buy with actions, not words.  If you only get one idea from this post, please focus on the above … Read More

Five Critical Selling Strategies You Can Learn From Blowing Snow

For the first time in several years, we have a Christmas covering of snow and cold temperatures. The last couple of winters were mild and snow blowing was minimal all year. Can I learn critical selling strategies from blowing snow? What the heck does blowing snow have to do with critical selling strategies? Please stay with me for a minute and read on.

5 Steps to Help a Sales Rep be an Effective Executive Within an Enterprise

As the above Venn Diagram shows, the most effective sales executive operates in the “bullseye” area that caters to the needs of all parts of an organization. Today, perhaps more than any other time, the sales professional has in his hands at all times the tools necessary to accomplish this task. This tool, is either an iPad or iPhone.5 Steps to Help a Sales Rep be an Effective Executive Within an Enterprise1. Be grateful that you have the luxury and responsibility to contribute every day2. Understand that effectiveness can be learned and improved3. Protect time as the important, universal asset … Read More