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One of my coaching clients told me this when we started working together.  I had asked her to identify her top 20 and call on them every week.  She was concerned that she didn't have a reason to call on her referral sources that often.  She had already met with them, s...

November 19, 2014

 

By Val Neighbors, CDP, CPSC

 

 

 

Why do we all get so caught up in what everyone else is doing?  Just because everyone is doing it, doesn't mean they’re doing it the right way.  Have you heard your internal staff or your sales people refer to the reason the business isn'...

February 28, 2014

Your Sales "Feelings" May Be Wrong....

 

 

We had a GREAT sales training session in Irvine, CA last Friday. With reps ranging in tenure from years on the job, to their very first day in the industry, we were sure to have a lot of varied questions and opinions on selling h...

February 21, 2014

 

Go with me on a little journey to answer one of the most frequently asked questions we get. "How many clients/admissions/referrals should my rep be getting"?

 

As much as this question is asked within the industry, there is no standard answer. Many people throw around n...

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August 19, 2014

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Melanie Stover, OT, MBA, MS/ISM

Executive Director 

Home Care Sales & Marketing Society 

Telephone: 901-335-2374

Email: Melanie@HCSociety.com

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