Tips For Hiring A Sales Representative

One of the most challenging aspects of being an owner or Sales Manager is hiring the right candidate to help you grow your organization. You should recognize that you are making a critical decision regarding a person who will be the "face…

Selling by Diagnosis is “Horsesh**!” said Randy…

This week I took a call from an owner who said to me. "I don't see how selling by Diagnosis will work..."   "Selling by Diagnosis is "HorseSh**"   He continued, "I don't believe it. It will not work. I am non-medical…

Home Health Evaluation and Management Of The Plan Of Care Brings Home Health and Private Duty Together!

This week I had to focus my blog on answering a question that I get asked of me over and over by our home health friends. That does not mean that our In-Home Care providers should stop reading. In fact, it means the exact opposite. Evaluation…

Tiny Tim the Turtle now lives at our house. How he was saved from the pool and what this has to do with Home Care Marketing

Last week my 7-year-old son – Don, came running into the house and announced. "I need a cup," and opened the cupboard.   He grabbed a cup slammed the door so hard it bounced back open before I could even yell, "DON'T SLAM THE…

Why does a student with an average IQ still get an A?

I am always reading something to help me understand how to help sales representatives become all they can be.  In my quest for knowledge, I started to read about a theory called "Motivational Perspective." The idea discussed is why does…

Question: How long does it take to get a referral? Can I speed it up?

Question: "How long does it take to get a referral? Can I speed it up?"   This is a GREAT question! Last week I was with a group of marketers, and one of them said: “I am new. I am developing a relationship with them,…