Who has the money problem… your clients or YOU?

Home Care Marketers report their #1 objection is, "My referral sources or prospects tell me they can't afford my Home Care Services." Here's the deal. That is not the "real" issue! The REAL issue is how the Home Care Marketer feels about…

Speed Must Be A Priority When Hiring Employees

There are plenty of jobs these days, and candidates have the power to pick and choose. You need to make candidates feel wanted and enthusiastic about your company. Otherwise, they will quickly find another one that does. The interview…

I Have my Own Style of Selling (shared blog)

Every once in a while I read an article that moves me to the core.  This is one of them. This week we are going to republish an article from a fellow sales trainer Dave Kahle. Does this describe your sales rep?  Or you?  If it does…

Coaching vs Teaching: What happens when you combine both while supporting a sales representative THAT WORKS in the post-acute world?

In most cases, people wouldn't bat an eyelid if you'd use the word teaching instead of coaching or vice versa. And why would they? They both seem to mean the same thing. That is, instructing a student. By nature, however, they both fulfill…

How do we plan when we are unsure how we will market in the fall?

This week on a coaching call, one of the sales team members we work with said: “I really want to plan my q3 routing and then into fall, but the masks are coming back out. And I am super nervous about when we “go back inside”…
I Hate Marketing

I Hate Marketing!

This week an owner called, and this is what he said to me: "Melanie, I heard you were managing sales reps again. Is this like the last time you did this for us back in 2017? You know, the time you helped me with my marketer. Well, she left,…