With ACA reform Hospitals are consolidating, making decisions at a corporate level, and buying direct from OEMs. So the question I get asked more than any other is: Do Medical Resellers have a future?
Well, I have good news. My book “Medical Device Sales Under ACA” is almost back from the Publisher. It not only answers that question but offers a Blueprint for increasing sales and profits, both for OEMs and Medical Equipment Resellers.
Here is where I could use your help. The Publisher has asked for testimonials and comments from my clients and readers. To get them I’d like to make you a special offer.
If you’ll send me your feedback and testimonials I’ll send you a free copy of my book: Medical Device Sales Under ACA. Sign up with the form below this post so that you can participate. If I get the Publisher’s permission Ill even send you the first few chapters and the worksheets that will help salespeople sell more. I’m under a deadline here – the book is supposed to hit the shelves in late August. Plus I only need a couple dozen responses. So it’s first come first get. Respond as soon as you can. Hec, respond now.
After you enter your name and email I’ll send you an update with how to give me your feedback, testimonials and comments. I have to do it this way to avoid the spammers from deluging me with junk responses.
Below I’ve also included the Chapters in the book. Let me know if I’ve missed something important – there’s always room for a sequel.
Thanks in advance and, as always, Good Selling…Russ
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Part I: The Company
ACA – New World Order
How Hospitals are Responding to ACA
Word from the Street – What Large Healthcare Systems are Doing
Medical Sellers – Change or Die
Business Goals, Strategy and Plans
Positioning – Be Very Specific On the Value You Offer
Lead Generation is the Company’s Job
Part II: Sales Management
Strategy
Sales Playbook
The Truth about Managing Salespeople
Alliances and Distribution
Coaching for an ACA World
Throw Away the Dashboard and Hit the Throttle
Part III: Salespeople
No Longer Talking Brochures
What Does Decision Making Look like Today
Fundamentals of Hospital Reimbursement
4 Things You Must Own – Territory, Accounts, Opportunities, and Calls
Becoming a Trusted Authority
Business Development
Blowing Out Your Quota
Pulling It All Together
Worksheets
