BLOGS & EDUCATION
The Foundational Approach to Sales: Market and Client Understanding
Synopsis: The Foundational Approach to Sales centers on understanding markets and clients for successful long-term sales. It focuses on three pillars: thorough market analysis (including trends, competition, and regulations), deep client insights (organizational structure, decision-makers, and objectives), and value articulation. The approach emphasizes stakeholder mapping, market position analysis, and strategic alignment. Success requires identifying internal champions, gathering competitive intelligence, and establishing clear metrics while managing implementation risks. This foundation enables sales teams to build lasting partnerships through targeted value propositions. The Foundational Approach Understanding market dynamics and client needs forms the bedrock of successful long-term sales processes. This approach requires systematic research into industry trends, competitive landscapes, and regulatory factors influencing purchasing decisions. Organizations must invest in comprehensive market analysis, [...]
The Enterprise B2B Sales Framework: Mastering Market Leadership
For large B2B sales, this framework should be implemented to achieve superior and consistent sales. Professional B2B sellers are not "order takers.” They must be subject matter experts offering unique and compelling ways to fix problems. In a nutshell, they must: Understand IN DETAIL their solution strengths and weaknesses. Understand IN DETAIL the strengths and weaknesses of their competitors. They must know everything about their territory. They must know everything about the prospects within that territory. They know and focus on the biggest fish within their territory. Sales and marketing must work in perfect orchestration. They have different conversations for different types of prospects. They review, internalize, and educate others on what works. They retire processes that do not [...]
Total Addressable Market Building Blocks for the Mental Health and Wellness Market
Unlocking Market Potential Total addressable market (TAM) is a term that describes the maximum amount of revenue that a product or service can generate if it captures the entire market. It is a valuable metric for both new and existing businesses to evaluate the potential of their products or services and decide how much resources or funding they should allocate. Organizations must define their target market to calculate TAM and estimate the number of customers and the average revenue per customer per year. For example, suppose a company sells an electronic health record into the health and human services not-for-profit market. Sales leaders must fully understand how the market is divided, the levels of care, and the amount [...]
Understanding Sales for Entrepreneurs
The Key to Accelerating Organizational Growth Although you didn't plan on it, finding, connecting with, and signing contacts will be the main focus to grow your organization. Sales are the backbone of every business, irrespective of its size and type. In simple terms, sales are the process of exchanging goods or services for money. As an entrepreneur, sales should be one of your top priorities, and understanding the sales process is critical. It helps you to reach your target audience and grow your business. Understanding the Crucial Steps to Secure Customers The sales process is a business's steps to identify, connect with, and sign new customers. It includes finding individuals or organizations interested in your services, qualifying them, making presentations, [...]
How to streamline documentation and boost your clinical productivity
Especially in the Health and Human Services market, “productivity” can be a four-letter word. But this does not have to be the case with the right strategies and communication. All for-profit or not-for-profit organizations must cover costs and provide meaningful benefits to hire and retain staff. Clinical productivity implies the number of monthly billable hours a therapist completes, which can impact the organization's growth. Some providers may have trouble discussing and agreeing on clinical productivity, but it's a crucial conversation. It takes a specific amount of dollars to run an organization, with many insurance approvals, documents, and state licensing requirements for staff members that must be completed before you can get paid. When considering clinical productivity, many factors come into [...]
If You’re Confused About AI, You’re Not Alone
If you’ve been anywhere near the healthcare industry (or anywhere as of late), you’ve heard about the massive potential of artificial intelligence (AI). Although it’s been a source of fascination for scientists and innovators for decades, it’s finally entered the mainstream thanks to advancing technology and an explosion in digital health investment. As technology evolves at an increasing speed, you might feel overwhelmed trying to keep up with the conversation. Here we will cover some basic terms of AI that are key to holding your own. With this terminology, you will be on your way to understanding what AI is and how it works. To start, if you’ve ever read anything about AI, whether it be in a research paper [...]