Do You Really Know Where You Stand?

Do You Really Know Where You Stand?

by | Oct 10, 2017

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...
Why the CIO is Giving You the Heisman

Why the CIO is Giving You the Heisman

by | Sep 19, 2017

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...
How Healthy is Your Commercial DNA?

How Healthy is Your Commercial DNA?

by | Aug 29, 2017

In launching Get-to-Market Health earlier this year, our key focus is to work with healthcare technology companies to improve their Commercial DNA™, which is how we describe and quantify the sales and marketing expertise required to be successful in healthcare.   What...

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