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  Image by Gerd Altmann ffrom Pixabay I could have written a rant about how healthcare vendor sales executives are using LinkedIn to prospect. It doesn't matter if it's revenue cycle management, medical device, pharma, information technology, analytics, or any other vendor segment. But I didn't as that would have been too easy.  Unfortunately, there are some common characteristics in prospecting using LinkedIn, causing wasted time, effort, and rejection. But in thinking it over, I decided to provide some helpful tips for using LinkedIn for becoming more sales productive .   And maybe in the process, stop getting useless, poorly targeted, as well as disjointed sales emails and calls. Oh, and this goes for their employing companies too. Now that being said, I get that currency for being on LinkedIn is relationships, connections, networking, and the ability to prospect. I am good with that.   What I am not okay with is the seemingly increased amount of inappropriate ...

Over the last couple of weeks in the Lessons from the Field series, we looked at the ten deadly sins that midsized healthcare vendors make daily that stall growth. ( In case you missed parts one and two, here are the links "Lessons from the Field - 10 Deadly Sins Stopping Midsized Healthcare Vendor Growth Part 1" http://bit.ly/300vgUS and "Lessons from the Field - 10 Deadly Sins Stopping  Midsized Healthcare Vendor Growth- Part 2" http://bit.ly/2N3aP7a .) Image by Peter Linforth from Pixabay This week we're going to take a look at essential leadership characteristics needed to drive growth. There is no way around the fact that leadership and company growth are highly intertwined.   It makes not a bit of difference if you're a start-up, small or midsized healthcare vendor, or a large multinational company whose revenue counts in the billions of U.S. Dollars or Euros. Leadership determines whether you're growing or stalling growth. Leadership? I'm a...

  Image by Tumisu from Pixabay Part two of a two-part series. In part one of “Lessons from the Field - 10 Deadly Sins Stopping Midsized Healthcare Vendor Growth”   http://bit.ly/300vgUS , we examined the first five reasons why midsized healthcare vendors are not growing organically. To recap, the first five reasons were:  1.        The person or group who started the company or came in and grew it to a certain level is still there.  2.        The entire focus of the management team is making money.  3.        A comprehensive business vision and strategy is lacking.  4.        Internal communication is limited and focused on a transactional basis.  5.        There is no organizational culture, or the culture is broken .   In part two, we continue our journey with reasons six to ten. Reasons six to ...

  Image by Tumisu from Pixabay Part one of a two-part series. I have had the privilege of working for some great healthcare providers and vendors over my career, from the midsized regional and national companies to the multi-billion-dollar national and international healthcare providers and vendors. While there are many different growth strategies, there are several commonalities on why the vendor has trouble growing organically. It is not usually a defective product or service sold in the healthcare provider market. Vendor product updates or enhancements may be late in responding to innovation in the market, but in most cases can be overcome. The factors are more related to the organization and how it is managed. Being beat in the market by competitors is one thing.  Beating yourself is far more deadly than competitors. From these experiences, I have identified the ten deadly sins being made that inhibit organic growth. In part one, we’ll look at deadly sins inhibiting grow...