The New Normal for HME Sales

Going forward, providers' sales teams must implement a more robust sales process that integrates market data and CRM.

HME PodcastAt the start of the COVID-19 pandemic, providers had to redefine nearly all elements of their businesses — and that includes sales. If providers learned anything from this experience, it’s that they need a more robust and professionally aggressive selling process.

In the current episode of the HMEB Podcast, Ty Bello, CEO of HME sales coaching and consulting firm Team@Work, explains why the new normal for HME sales will be grounded in market data and customer relationship management. He discusses how HME market data has grown will help HME sales teams grow existing referral sources and gain market share, as well as how they can leverage CRM for success. This episode was sponsored by PlayMaker Health.

Download the episode on iTunesStitcherGoogle Podcasts, or listen to it here:

In the previous episode of the HMEB Podcast, Dylan Ross, vice president and general manager of McKesson’s Biomedical Solutions business, discusses providers’ inventory management challenges, how COVID-19 has intensified those issues, and how his company is offering some clever technology and services for helping HME’s get the upper hand.

The HMEB Podcast examines essential news, trends, and developments and interviews industry experts to find out how HME provider owners and operators can run efficient, profitable, and growing businesses with an eye on patient care. Make sure to subscribe on iTunesStitcher, or Google Podcasts, and start listening today!

About the Author

David Kopf is the Publisher HME Business, DME Pharmacy and Mobility Management magazines. He was Executive Editor of HME Business and DME Pharmacy from 2008 to 2023. Follow him on LinkedIn at linkedin.com/in/dkopf/ and on Twitter at @postacutenews.

HME Business Podcast