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Category Archives: medical sales

How Concierges Plan Their OWN Hotel Meeting


A few weeks ago I was in San Antonio for an unprecedented four nights. Typically I only stay one or two nights when speaking, but I was one of three faculty along with Steven Tweed, CSP, and Michael Giudicissi for the first ever Homecare Sales Professional Certification training course.
San Antonio is a beautiful conference city […]

My Patients ARE Customers Too


I read with great interest a recent editorial by Dr. Scott Haig, an Assistant Clinical Professor of Orthopedic Surgery at Columbia University College of Physicians and Surgeons who also is in private practice in the New York City area. The piece appeared in Time online and you can read it here.
I saw a reflection of […]

Divemaster Pedro’s Marketing and Sales Insight


Before retuning home from San Diego, my family and I stopped by to see two friends we made years ago on a dive trip in the Cayman Islands. At the time only my wife and I were certified divers. Now the whole gang, with the exception of my youngest daughter, are all certified. So when […]

Fresh Cherry Pie vs. Cherry Jello; Your Choice?


Yesterday, my youngest daughter had a friend, “P.”, staying over to spend the night. Arriving home, I found two kids anxious to be dragged around behind a jet ski on the lake and I was in the house only long enough to learn that dessert was fresh cherry pie.
“P.,” Sally exclaimed, “we’ve got cherry pie for […]

Easy for you to say… Language of Healthcare Misnomers


There are different “languages of healthcare.” Clinicians speak patient language but often don’t speak the healthcare language of regulation, quality, or finance. It pays to understand and effectively translate from one dialect to another. For instance, “medical necessity” may sound “clinical” but it’s really financial. For CMS, “medical necessity” doesn’t mean something that’s “medically necessary,” […]

Bribing Doctors.


Headlines in multiple newspapers proclaim “Doctors admit to bribes!” Read on, and you discover that, HORRORS, Doctors allowed a healthcare sales representative to BUY THEM A LUNCH. Goodness Gracious!!!! What will be next? Candidates running for public office being given obscene amounts of money by people who would like to see them elected for self-serving […]