I don't know what your company calls the "BIG ACCOUNTS," but I used to work for a company that called them "whales." They weren't necessarily Super Groups, but they definitely had multiple locations and a minimum of six physicians - all with purchasing power (or at least you assume). In [...]

Earlier this year, I had provided some tips about tapping into the power of your Brand Champions - those DPMs who love everything you and your company does for them and provides for their patients. These are extremely valuable relationships; so when there are differences in opinion regarding how certain [...]

For most of us who have been in the podiatry game a long time, we know that having conversations with our friends and family can get frustrating... "Ohhhhhh, do you work with Dr. DownTheStreet?" "Ohhhhhhh, I go to Dr. AcrossTown; what do you think about her?" "Who do you recommend [...]

Clearly I love alliteration..... ANYWAY. People used to be shocked when they learned that the number one fear among people is public speaking. Please note: I don't know if current research shows that this is still accurate. When I taught public speaking at Eastern Illinois University (Charleston, IL) and Midstate [...]

CONTINUED... THE GOAL IS IRRELEVANT Last month, I shared my thoughts regarding goals. I know I said they were irrelevant, which is a bold statement and not entirely the point in terms of face value; instead the main idea was that we are not able to control the result. We [...]

Being in a business that does not sell directly to the end-user is quite a different playing field than working in consumer sales. For me, the biggest challenge has always been the lack of control in regard to selling to the end-user (the patient). When I was the marketing director [...]

I have my guilty pleasures, like we all do, and this weekend I binged a show on Netflix called, "Buying Beverly Hills." I'm not going to get into the premise, but the point is, one of the episodes showcased a perfect example of a concept I had been thinking about. [...]

Have you ever met someone who genuinely believes they are good at sales, only to think to yourself, "You're not good at sales, you just like to talk a lot." On the other hand, there are individuals who are actually very strong at communicating with people, but they are a [...]

You've seen this store... we all have one in our town or nearby... The show specials on the exhibit hall floor sometimes have the same vibe; mostly because they never stick to the expiration date. Basically, docs know they can usually get away with waiting to place an order [...]

Right now I am technically not reading, but listening to a book with Audible called, Atomic Habits by James Clear. I am only a few chapters deep, but one topic discussed that reminded me of the way we can approach the sales process; it also gave me a flashback to [...]