Sales

Marketers at HIMSS11: Interview with Houston Klassen of Intelligent InSites

by Don Seamons on March 10, 2011

Intelligent InSites’ VP of sales of marketing, Houston Klassen, took some time to talk about marketing his health care software platform.

Want a bigger budget? Put yourself in an executive’s shoes

by Don Seamons on October 15, 2010

In my last post I said that being in the right state of mind is crucial to yearly planning. So what type of mind frame do you need to be in when you’re developing your plans? Why, an executive’s mind frame, of course. Now, having not been a healthcare vendor executive before, I can’t truly [...]

Interview with an HIM Director, part 6: What we can learn from Diann Brown

by Don Seamons on September 24, 2010

HIM directors are in airports in all corners of the country today, ready to converge on Orlando and the 82nd AHIMA Convention and Exhibit. Marketers, sales reps and executives from hundreds of health care B2B companies will be doing the same over the next few days. Perhaps you’re among them. Since you’ll be rubbing shoulders [...]

Tips for making your sales/marketing meetings more productive

by Don Seamons on September 3, 2010

We’ve been talking all month about the need for health care B2B sales and marketing professionals to combine their efforts for greater success. I appreciate all the people who have commented on LinkedIn and via email. I want to cap off the month by offering some tips for marketing folks as they conduct regular meetings [...]

Communication is key to sales/marketing integration

26 August 2010

In my last post on the topic of sales and marketing integration, I shared some B2B marketers’ ideas for improving the relationship between sales and marketing. Among the ideas were making marketing bonuses dependent on sales goals and aligning sales and marketing under the same executive. The ideas touched on in the post and in [...]

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Ideas for aligning health care B2B sales and marketing

25 August 2010

A few weeks ago, I posted a question on LinkedIn’s BtoB Marketing Group, which I highly recommend you join. The question was “Why don’t marketing and sales get along?” There were a few snippy comments (one of which read: “Marketing types thing they know everything; Sales types think they are the greatest thing”), but most [...]

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Health B2B sales and marketing: Can’t we all just get along?

10 August 2010

Whether you’re in marketing or in sales, you’ve felt it: the frustration that the sales team isn’t working hard enough. The burning feeling that marketing is out of touch and would be nothing without sales. The uneasiness of handing over a lead, or accepting a lead, to or from a group you just don’t trust. [...]

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Is “B2B” an outdated term?

18 February 2010

Thanks to the magic of Google, I ran into a new blog that focuses on healthcare and marketing, among other things. The author, Chris Lindgren, posed a question regarding a label I use all the time: B2B. Do businesses really market to businesses, or should we think of our activities as businesses marketing to individuals: [...]

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Five keys to successful health care trade shows

12 February 2010

I’ll be in Atlanta during the first week of March attending HIMSS10. This isn’t my first HIMSS, but it is the first one for which I have a full attendee pass. At previous shows, I’ve attended as an exhibitor and managed a fairly large booth (actually, it was average by HIMSS size standards). Notwithstanding the [...]

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Interview with a CFO: Three B2B principles for pitching a hospital CFO

22 January 2010

An appointment with a hospital CFO is an essential opportunity to move your prospects toward closing. When a salesperson reaches this level, sales leaders can’t go it alone: they need marketing support.

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