Posts by workweek
Where Most 1:1’s Crumble
A 1:1 with your sellers is a critical opportunity for you to both learn and share. Where most sales leaders falter, is they see it as an opportunity to do more of the latter and less of the former. All too often, I see the following format: At its core, a 1:1 shouldn’t be seen…
Read MorePrior Authorization: Insurers’ Delight, Physicians’ Plight, and Patients’ Pain
UnitedHealthcare’s new rule requiring prior authorization for surveillance and diagnostic endoscopy was to go into effect on June 1st. But, at the final hour, United ditched the rule. Instead, United will require an Advance Notification process to determine member coverage based on medical necessity. And here I was celebrating how lucky I was to get…
Read MoreFrom Deal Mediocrity to Mastery
Winning 100% of your opportunities in flight isn’t impossible. When I refer to Deal Excellence, we’re seeking to de-risk every aspect of a deal as much as feasibly possible. For any sales team, an improvement in win rates by even 10% can transform your business. For large enterprises, it can be the difference between multi-million…
Read MoreStreamlining Healthcare Workflows with AI
Generative artificial intelligence platforms like ChatGPT have fully infiltrated healthcare markets since OpenAI’s launch of ChatGPT back in November. One of the greatest use cases of generative AI is optimizing clinical and non-clinical workflows, saving physicians and providers hours of routine, mundane tasks each day. Generative AI in healthcare is just heating up and is predicted to…
Read MoreOperational Excellence Will Make Or Break You
Vision & Mission Snowflake delivered the most successful company IPO in history, selling 28 million shares and raising nearly $3.4 billion in the process. Their CEO, Frank Slootman is widely regarded as one of the best CEO’s of this era. In his book Amp It Up he talks about the importance of having a grand…
Read MoreCVS Health Pulls Clinical Trail Business: A Harbinger for Other Retailers?
CVS Health confirmed it’ll be shutting down it’s Clinical Trial Services after a two-year run to focus on their core business. What does CVS Health closing their clinical trials vertical mean for the other retailers? In this article, I’ll highlight the current state of retail clinical trials, discuss the latest from CVS Health, and dive into the…
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