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How Outsourcing Sales Can Drive Your Healthcare Company’s Profitability

Sales is the lifeblood of your healthcare company whether you are targeting individual consumers (i.e. patients; B2C) or other healthcare-related firms or care providers (B2B). Yet, maintaining (let alone increasing) sales is becoming more challenging as competition increases and regulations get tighter.

The solution may be to stop trying to increase sales on your own. Instead, invest in outsourced sales.

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Do You Need a F2F or Phone Sales Team?

You absolutely have to have a sales team. But what kind of sales team will best serve your company and fit in your budget? You’ve got two basic options—face-to-face or phone sales. Sales Focus Inc. (SFI) puts them side by side to help you see the difference and which may better fit your company’s needs.

Face-to-Face Sales

F2F sales is what it sounds like—a member of your sales team schedules live, in-person meetings with decision-makers to close sales. F2F sales will likely entail your sales team attending networking events to cultivate leads and relationships with existing clients. For some businesses, there is no substitute for the human connection.

At a glance:

Continue reading “Do You Need a F2F or Phone Sales Team?”

Win Without Pitching

As a business owner, you want to do more than just sustain your business. You want to grow it. To expand your business and increase your profitability, you need to do more than just maintain your revenue stream. You need to increase your revenue stream and decrease the cost of sales so that more revenue translates to more profits. Sales Focus Inc. (SFI) helps you do that.

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How to Build a Strong Sales Process Your Reps Will Follow

Everyone knows where good intentions get you. You don’t want your sales process to be one of those good intentions that stays captured in your employee handbook or sales manual. But how do you create a sales process that is actually put to use?

With more than three decades of experience in sales and a trademarked process, the professionals at Sales Focus Inc. have a few recommendations:

#1: Map Out Your Existing Sales Process

You do not want to risk wasting your time recreating the wheel, but you’ll never know if that’s what your sales process discussions will lead to if you do not first have a clear idea of what your current sales process is.

Map out what your sales process looks like and include some visual cues to show: Click to read more →

Outsourcing Your Sales Team is the Only Way to Achieve These 5 Benefits

There’s no question that your business needs a sales team to be competitive. But, there is room to question whether or not that sales team needs to be yours—i.e., company employees.

Attracting, onboarding and retaining top sales talent is a costly undertaking. You could get the same results—improved sales performance—at a fraction of the cost by outsourcing your sales team to Sales Focus Inc. (SFI).

SFI implements our proven process-driven approach to identify, develop and execute customized sales outsourcing solutions—solutions that bestow these exclusive benefits:

#1: Hassle-Free, Customized Recruiting

When you choose sales outsourcing from SFI, you Click to read more →

Pro Sales Technique: Find Your Value

The real value of what you offer is likely not in the products or services you provide or even the price. The real value is what you offer your customers and clients that your competitors don’t. Finding that value is essential to increasing your sales and growing your business.

Most of What You Offer Isn’t Your Value

It’s basic sales knowledge that you need to demonstrate your value to your prospective clients to make sales. It’s why you hear things like “features over benefits”. You need to show your prospective buyers that what you sell will meet their needs, ease their pain and provide the best value.

Unfortunately, most sales professionals go about demonstrating their value all wrong. They focus their attention on the areas where what they offer—the actual product or service or price—overlaps what their competitors’ offer. This is what we call the “parity area.” And this area of overlap—where you and your competitors are virtually indistinguishable—accounts for about 70% of your talking points.

To find your value, you need to find that 30%—the area where you stand alone, apart from your competition.

Your True Value

Finding your true value requires some creativity and out-of-the-box thinking. However, your value must be more than the product of imagination.

True value to your customers must be:

  • Unique to you

Novelty gives rise to value. So, part of your Click to read more →

5 Tips to Manage Your Sales Team

“I can manage my sales team with my eyes closed and my hands tied behind my back,” said no sales manager ever. No matter how many years of experience you have, there’s always something you can do better. Those “somethings” are often leadership concepts, approaches and strategies you already know but just haven’t applied. If your sales team needs a boost in performance, these five tips might help you lead them to the next level.

Tip #1: Prioritize and Generate Enthusiasm about Training

If you’ve scanned our five tips, you’ve likely thought to yourself, “I already know this.” We’re not claiming to tell you something you don’t already know, but we are reminding you why these tips work so that you actually implement them. That’s the Click to read more →

How Selling Strategies Can Benefit Your Business

Sales are the lifeblood of your business, but you need more than a sales team to ensure sustainability. To make the sales you need to thrive in your industry, you need to make sales cost-effectively, and the requires a strategy.

What Is a Selling Strategy?

By definition, a strategy is “a plan of action or policy designed to achieve a major or overall aim.” So, a selling strategy is an intentional, well-thought-out approach to how you are going to get more clients, sell more products and encourage repeat buying and up-sales so that your company can get an edge on the competition and grow.

Obviously, selling strategies must be tailored to each business and each business’ unique goals. They may include: Click to read more →