CloserIQ

AUGUST 26, 2019

In sales, it’s important to know the market and to know the best-practice techniques, but it’s not everything. At the end of the day, there is no use in knowing the market if you don’t know how to approach a prospect or handle a client. Effective communication is the link between your skills and knowledge and closing a deal. . It’s as if your know-how is the theoretical part of being a salesperson, and communication is the practical part of it ?

Prospecting 95

Prospecting Sales Marketing Sales process 95

Integrity Solutions

AUGUST 29, 2019

“Success is more an issue of who you are than what you know.”. By Mike Esterday. That’s one of many enduring quotes from our friend Ron Willingham, who founded Integrity Solutions in 1968. Ron was instrumental in shaping an approach to sales training (and later, coaching) focused on building both skillset and mindset. I’ve been reflecting on Ron’s legacy quite a bit recently, after receiving the sad news that he passed away on August 6 th.

Training 70

Training Ethics Sales Specialization 70

The Brooks Group

AUGUST 29, 2019

This post comes from Michelle Richardson, Vice President for Sales Performance Research at the Sales Performance Research Center. . More and more organizations are shifting to procurement as a central driver, not simply to cut costs and source supplies, but to streamline operations and even uncover new sources of revenue. The increased presence of procurement is typically unwelcomed by salespeople who have traditionally viewed procurement as the adversary—there only to identify the lowest cost p

Sales 60

Sales 60

Clarify Health

AUGUST 30, 2019

When looking at creating or optimizing high-performing provider networks , the first thing most payers focus on is provider performance on cost, quality, and utilization. What is often left out of consideration is referral performance. Do your Primary Care Physicians (PCPs) refer appropriately, or are they referring out cases they should have treated themselves?

Networking 52

Networking Physicians Marketing Management 52

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Clarify Health

AUGUST 30, 2019

When looking at creating or optimizing high-performing provider networks, the first thing most payers focus on is provider performance on cost, quality, and utilization. What is often left out of consideration is referral performance. Do your Primary Care Physicians (PCPs) refer appropriately, or are they referring out cases they should have treated themselves?

Networking 52

Networking Physicians 52

Clarify Health

AUGUST 27, 2019

1. What is your position at Clarify and what do you do? I am a senior Associate on our Customer Impact team. Part of my role is working directly with our customers to make sure that our solutions are meeting their business needs. I also work on the Total Cost Insights solution team, which is focused on the broader development of our solution. 2. What excites you most about Clarify?

Education 40

Education Healthcare Healthcare 40

Integrity Solutions

AUGUST 28, 2019

Simply knowing how to sell doesn’t in and of itself create sales winners. For sales training to help all salespeople grow, we have to search for deeper reasons—the real reasons why people sell or fail to sell. How comfortable are you taking your current salespeople—with the level of performance and skills they have right now—into an increasingly competitive marketplace?

Training 18

Training Sales Sales Management Management 18