Obama's Victory: Three Lessons for Business

Former GE CEO Jack Welch breaks down Barack Obama's victory into three lessons for business: clear vision, clean execution, and friends in high places. How do those principles apply to your sales success? Read full article...

Succeeding in an Economic Downturn

From SalesDog.com, Jim Kasper provides 8 tips to maintain your sales in the economic downturn and position yourself for higher success in the recovery. Read full article...

Don't Send Your Resume

The recommendations in this article buck conventional wisdom to make the job-seeker stand out from the crowd better. How can these same principles be applied to marketing letters? Read full article...

Ten Questions to Ask CCHIT Certified Vendors

CCHIT posted this list of 10 questions they recommend asking any CCHIT-certified EMR vendor. Have answers to these ready on every appointment. Read full article...

Study: Electronic Medical Records Lessen Chance of Malpractice Claims

A recent study by Harvard researchers found that 6.1% of physicians with electronic medical records were involved in a malpractice settlement, compared to 10.8% without EMR. Read full article...

How Premature Presentations Derail Your Success

This column by Jeff Thull underscores the reasoning behind why presenting without establishing need in the prospect's mind rarely brings success. Read full article...

Survey Reveals Large Numbers of Practicing Physicians Ready to Call it Quits

A survey of over 270,000 physicians with 3.7% response rate reveals that 49% plan to limit their practices or leave medicine entirely by 2011, and 45% would retire today if they had the financial means. Read full article...

Survey: Hospital EHR adoption rate is below 12 percent

A somewhat sobering survey performed by the Harvard Institute for Public Health shows that only 1.7% of hospitals have fully implemented an electronic health record across all departments, though approximately 78% have implemented in at least some of their department. Read full article...

Confessions of a Physician EMR Champion

Written by Dr. David C. Kibbe, who for several years led the AAFP's effort to increase EMR adoption among its members, this article reflects on where the EMR movement has taken us so far and where it needs to go in the future to create better outcomes for patients. Read full article...

Use Section 179 to Close Deals

Section 179 can be extremely profitable to you, so it is to your benefit to learn as much as possible. To begin, you probably have a lot of questions regarding Section 179. Read full article..

Better Healthcare Data Means Better Patient Care

It should be intuitive, but a lot of doctors still dispute whether EMR can enable better decision-making and improve patient care. The attached article notes a number of clinics where EMR implementation has led to improved decision-making and the factors that made it happen. Read full article...

Prep for an Appointment With the Ben Franklin Close

Ever hear of the Ben Franklin close? The one where you get the prospect to list out why they should go with you and why they shouldn't, to get them off the fence? I don't know that I'd use it to close a prospect, but Jeffrey Gitomer has a new way to use it...to prep yourself for an appointment. Read full article...

Don't Go Naked - What to Bring on a Sales Appointment

Jeffrey Gitomer's weekly e-zine talks about what to bring for a sales appointment so you can be completely prepared and professional. Read full article...

How Sales Professionals Screw Up Sales Meetings

Can you relate to this? You're looking across your desk into the face of a customer who would be perfect for you. You know what you can provide is perfect for them and you're 99 percent sure they will accept your proposal. Then something goes wrong. They walk, and you don't know why. Sound familiar? Read full article...

Overcome Cold Calling Reluctance - Permanently

When part of a larger lead generation strategy, cold calling is still very effective. Yet many salespeople are still uncomfortable with it. The typical managerial reaction is more training or a different presentation, yet the anxiety still remains. What are the root causes of this anxiety and how can they be overcome? Read full article...