June, 2014

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

Management Lessons from Mayo Clinic reveals for the first time how this complex service organization fosters a culture that exceeds customer expectations and earns deep loyalty from both customers and employees. Service business authority Leonard Berry and Mayo Clinic marketing administrator Kent Seltman explain how the Clinic implements and maintains its strategy, adheres to its management system, executes its care model, and embraces new knowledge.

For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships.

The time to do an X-ray with digital technology is now less than two minutes per exam, compared with the 15 minutes of older, analog systems. Because of the rapid throughput intrinsic to digital imaging, a facility can replace a number of analog x-ray systems with just one or two DR and CR rooms. The long-term benefits of investing initially in a DR system are immense, and its cost of  investment can be recovered within a few years.

Across the country, a historically fragmented hospital market is organizing around a select group of for-profit and not-for-profit systems. And that means competition has increased for fewer acquisition targets that still remain on the market.

Written by the CIO of Kaiser Permanente Phil Fasano, Transforming Health Care combines healthcare, technology, and finance in an innovative new way that explains the future of healthcare and its effects on patient care, exploring the emergence of electronic tools that will transform the medical industry. Valuable for insights into Kaiser Permanente as much as for Healthcare and IT.

Harvard Business School’s Clayton M. Christensen—whose bestselling The Innovator’s Dilemma revolutionized the business world—presents The Innovator’s Prescription, a comprehensive analysis of the strategies that will improve health care and make it affordable.

The Seven Keys to Managing Strategic Accounts provides decision makers with a proactive program for profitably managing their largest, most critical customers--their strategic accounts.

Sales Effectiveness is a function of sales velocity, the speed with which you put sales through your business.

These letters provide a unique and personal glimpse inside Kaiser Permanente, an organization that is both learning how to deliver the next generation of care, and teaching the world how to provide the very best patient-focused, electronically connected team care resulting in measurable and continuously improving medical outcomes. These are the exact letters that went to all members of the Kaiser Permanente care teams.

In Redefining Health Care, Michael Porter and Elizabeth Teisberg reveal the underlying causes of the problem, and provide a powerful prescription for change. The authors argue that competition currently takes place at the wrong level—among health plans, networks, and hospitals—rather than where it matters most, in the diagnosis, treatment, and prevention of specific health conditions. Participants in the system accumulate bargaining power and shift costs in a zero-sum competition, rather than creating value for patients. Based on an exhaustive study of the U.S. health care system, Redefining Health Care lays out a breakthrough framework for redefining the way competition in health care delivery takes place—and unleashing stunning improvements in quality and efficiency.

"As American hospital operators consolidate, medical-device companies can no longer woo individual doctors over filet mignon, but must present their wares to skeptical, centralized hospital bureaucracies."

Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry.

Alexian Brothers Health System and Adventist Midwest Health on Tuesday said they are pursuing an affiliation that would create the second-largest hospital system in the state of Illinois