Image by Gerd Altmann from Pixabay Provider sales are hard. Provider marketing is challenging. It's even harder in vendors where marketing and sales are not highly integrated. The tension found in vendors can be summed up with the following statements. Marketing says, 'If the feet on the street would just sell it as we told them, they'd be successful." Followed by sales saying, "Marketing just makes things look pretty." In many ways, healthcare vendors need to be focused on selling solutions to solve the business challenges, not selling features and benefits, because you know, "we have the best stuff since sliced bread." The all about us approach falls on deaf ears nowadays. By the time a provider contacts the vendor, they already have identified the problem, know more about you than you think, and are interested in your solution to their challenges. Providers have seen your thought leadership, maybe seen your booth at a trade show pre-SARS-CoV-...