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Last week, we explored the clinician’s role in healthcare IT sales, and provided insight into how you can win them over. In this third and final post of our three-part series, Jonathan Fullerton shares his experience crafting a compelling, thought-provoking story required to successfully sell in healthcare. Competition is fierce in healthcare. There are countless...
Lesson 2: The Unique Impact of Clinicians on Sales Last week, we discussed the complexity of selling into hospitals and health systems, and Jonathan Fullerton shared lessons learned related to the selling process. This week, he dives into the persona of clinicians, and their unique impact on sales cycles. What kind of people gravitate to...
During a recent layover, I struck up a conversation with a gentleman who had more than 30 years of highly successful sales and marketing experience across multiple industries. As our chat turned to my own work history, this man visibly cringed when I mentioned my 20 years working with, and selling into, hospitals and health...