Eight Questions Every Prospect Needs Answered Before They Buy
When making a considered purchase, like most high tech products in health care, buyers have to...
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Category: Go to Market
Requirements, Trade-offs and Sales Objections
Overcoming feature trade-off sales objections often requires sales support specialists.
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Connectivity Sales Strategy
The qualification step, an event that clearly demonstrates the prospect’s intent to buy.
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Learning to Sell Connectivity
With connectivity, the vendor is inexorably forced to give up the rigid control they enjoy with their black box and support the standards and typical options of the general purpose computing world.
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Selling Connectivity - A Series
You’ve heard all the questions and know all the answers.
Read MoreNew Physician Tech Adoption Survey
Manhatten Research announced a new release of their Physicians and Emerging Information Technologies advisory service called "Taking the Pulse: U.S. -- Physicians and Emerging Information Technologies," is based on responses...
Read MoreTalking to Yourself Is Not a Strategy
The competitive and market forces at work today are causing vendors to move increasingly beyond their core competencies in order to differentiate their products and meet market requirements. When creating new products, vendors...
Read MoreMedical Device Connectivity: Market Development and When to Buy
I was reading an article the other day on "smart" pumps, and was struck by the comment that one might want to, "wait to buy a "smart" pump system until the market is mature." I doubt that any medical device market will mature...
Read MoreNew Official Definition of Interoperability
According to 35 organizations and the National Alliance for Health Information Technology (NAHIT), the term interoperability means: In health care, interoperability is the ability of different information technology systems and...
Read MoreGovernment Pushes for Open Source Software
The commoditization of software in health care is a growing trend. For some years, medical device vendors have been building products on Linux, and the VA's VistA application is available as open source (and getting market...
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