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

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.

Will Millennials, LASIK and Cataract Surgery Technology Influence Ophthalmology?

Seven trends may provide the answer to the question, “Will Millennials, LASIK and Cataract surgery technology influence Ophthalmology?” These emerging beliefs, commercial strategies and technologies portend an environment rich with opportunity for those who adapt and frustrating for those who do not. Millennials – Providers and Patients Four millennial children in my family make me acutely aware of the traits exhibited by this age demographic. Much is written about the trends, possibilities and pitfalls arising from this group’s coming-of-age. For ophthalmology, Millennials are a conundrum because they are both provider and patient. They think, work and act differently than most of … Read More

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

What a Difference Seven Years Makes

Seven years ago today was a hard day for me. I wrote about the 10 Things I Learned When I was Knocked From My White Horse 18 months ago in an article published by the Success Blog. This story was shared more than 25,000 times on Facebook and from this I infer I’m not alone in jousting with life’s adversities. Since writing the story, my life has continued to evolve. I am humbled by how the words I wrote, at a time when I was simply trying to keep myself positive and be of service to others, ring true for … Read More

The Duality of Sales Reps

[headline style=”1″ align=”center” headline_tag=”h1″] Sales Reps Must Think Like Innovators to Sell to Innovators [/headline] The first edition of “The Diffusion of Innovation” by Everett Graham was published in 1962. Graham’s seminal work supplied structure to academic thinking about how innovation spreads. Most Sales Reps are familiar with this concept. The fifth edition of his book was published in 2004 and addresses the effect of the internet on how ideas spread and people communicate. As Sales Representatives, we read marketing plans citing Graham’s famous curve and how it relates to the product or service we are preparing to sell. Armed with … Read More

What’s Your Attribution Method?

The folks at Opticall recently published their Medical Marketing Outlook for 2016. Reading through the article offers many interesting insights into what is happening in the elective medical procedure market. What comes to mind for me is attribution. Last Fall, I attended the Ad-Tech meeting in New York City. Ad-Tech is where the movers-and-shakers of the advertising world get together to share stories, ideas, and strategies. During the conference, one of the hottest topics was, “attribution.” Attribution is the ability to discern what caused the desired outcome. It’s not always easy to tell what’s working and what’s not. Studying your … Read More

Five Reasons You Should Stay at a Ritz-Carlton Once a Year

The first time I stayed in a Ritz-Carlton was in April of 1991 in St. Louis, Missouri. I went there for a work meeting and before that I had never heard of such a place. Growing up in Minnesota, we didn’t have any in our city. Amazingly, we still don’t. In May of 2005, I had the opportunity to attend a customer service training session conducted at the Ritz-Carlton in Half Moon Bay, California by their staff. The training was an incredible experience for me, and as a result, I am hooked on the brand. Whenever possible, I stay at the Ritz-Carlton. Is … Read More