The number one question I heard at HIMSS? “Shihadeh, where can I find great sales and sales leadership talent?” Attracting the right talent is top of mind for companies trying to grow their businesses in healthcare, and for good reason. Even if your product is hot,...

Last month, I attended the J.P. Morgan Healthcare Conference, an annual event that attracts the top healthcare technology investors, public companies and startups. It is the most important event of the year from a health investor point-of-view and featured keynote...

When a healthcare technology company works with an investor, the ultimate success of the relationship comes down to how each performs the responsibilities associated with their role.   The investor will bring a wealth of experience to the relationship in areas such as...

In my last post I addressed the role of the CIO and how important it is for healthcare technology organizations to have a clear strategy for including this key constituent in every deal.  This tactic is connected to another important aspect of sales excellence, which...

I’ve conducted many deal reviews where a seller enthusiastically recounts a recent meeting with a large health system. Typically, the meeting was with a C-Level executive, such as the CEO or Chief Medical Officer. The seller touts the demo, how much the executive...