HSP Blog
Looking for something specific?
Let us know if you feel we’re missing something important!
The Minimalist Funnel
It seems that as each day passes there are more and more distractions competing for our time and attention. Our focus and attention are robbed from us at home and at work and often, the things we should pay the most attention to are neglected. The idea of minimalism...
IDN and Health System Selling
The Success of Health Systems Today Depends on Innovation Hospital and health systems CEOs are focused on innovation to improve patient access and deliver services to the patient where they are and when they need it. Healthcare consumers expect healthcare services to...
Improve New Rep On-boarding
Improve Forecast Accuracy
Coach to Performance
Manage Health System Relationships
BLOG Manage Health System RelationshipsKey Account Management Access our Guide to Key Account ManagementWith the increase of GPOs and IDNs in healthcare, our clients are very interested in improving their management of health system relationships. We commonly hear...
Measuring Coaching Effectiveness
Can training and coaching effectiveness can be measured at all? Maybe. A few questions come to mind: 1. What is your objective? What do you expect to get out of it? 2. How do you define effectiveness? 3. Do you know your precedent, intervening,...
We Just Need to Get to the C-Suite
In our meetings with clients, this is a very frequent refrain, often stated after a large sale has been lost and no one is sure why. At HSP, we support the strategy of entering accounts high and getting into administration early. However, this is not as simple a task...
Health System Strategic Accounts Teams are no Longer Optional
Integrated Health Systems came into being for very good reasons--not the least of which was the rationalization of services and reducing overall costs of delivery. As these systems mature and become more integrated, the types of relationships that they desire from...
Challenged by apathy and clinical acceptability in your healthcare sales? Know your hospital’s KPI’s!
Deloitte feels healthcare spending will continue to increase at a rate of 5.4% until 2022, double that of the period between 2013-2017. To the med-tech, med device and life sciences sales teams out there, are you getting your unfair share of that increase? As we...