sales notebook

Difficult times require new business plans and new strategies. There is little doubt that, regardless of the path our industry takes, the reimbursement on HME/DME products is not likely to increase... Read more >

Successful Sales Traits

Savvy is a slang word derived from the French word savoir, meaning to know. It is often used when referring to “street smarts,” as in, “Don’t worry about her. She’ll... Read more >

Know Thy Customer

Too often, I have asked salespeople what they know about a particular customer who is a referral source, and the response is, “Not too much, but they call very often, I think.” Others... Read more >