HELP! I need to get better at negotiation!

Eh, no Sparky, you need to get better at everything else so that you NEVER have to negotiate – or at least negotiate 90% less. Negotiation is for people who are lousy at selling, don’t understand buying motives, haven’t provided value, are unable to differentiate themselves from the competition, can’t build trust, and have utterly failed at building relationships. Read full article...

Stimulus Requires Fast Action on Health Care IT

Although many of the details of the health IT provisions included in the stimulus packaged still need to be worked out, health care providers should start planning the rollout of electronic health record systems now to gain the maximum financial incentives. Read full article...

House Passes Economic Stimulus Package With Health IT Funds

On Wednesday, the House voted 244-188, with no Republican support, to approve an $819 billion economic stimulus package that includes more than $20 billion to help physicians and hospitals adopt health care IT. Read full article...

ICD-10 delayed until October 2013

If you were looking forward to ICD-10 to spur business, think again... HHS has delayed the implementation of ICD-10 until 2013. The link includes an audio segment with further details. Read full article...

Government Initiatives Promise Big Changes in EHR Industry

This blog post on HISTalk goes into detail about proposed legislative changes to rapidly increase the adoption of HIT. Possible changes include monetary incentives to encourage physicians to adopt EHR, creation of training programs to help clinicians adopt these systems, and funding to promote local and national health information exchanges. Read full article...

Referrals: Getting the Most From the Low-Hanging Fruit of Sales

Earning referral business is a fantastic way to grow your business, and the best part is that all of the calls are warm leads. Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. Read full article...

Is E-mail Hiding Your Personality?

E-mail is so much easier to use for prospecting than the phone. You can write it at any time day or night. You don’t have to worry about being hung up on and you won’t catch your client "at a bad time." But it's also easily deleted with no response. When you put yourself into your e-mail, your chances of getting prospects to respond escalate. You stand apart from the other sellers who blend together as inbox clutter. Read full article...