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by Tom R. McDougal Jr. (Author)
Selling to the Pain: Closing More Deals in Healthcare Sales (2016) is a revolutionary strategic methodology to improve sales efficiency and close rates. The pain a potential customer is experiencing is the result of a lack of performance in financial, quality, or satisfaction key metrics. To be successful, you must diagnose the pain, communicate your solution effectively, and close the deal. During the past two decades, the culture of decision making has changed but many companies have not pivoted their sales strategy to be effective long term. Competition is fierce. Selling to the Pain is proven to create a competitive advantage to drive results in what matters - efficiently closing more deals.Author and CEO of Gylen Castle, Dr. Tom McDougal, accepted his first hospital CEO position at age 27 and led five different hospitals over the following 17 years. Now a serial healthcare entrepreneur, Dr. McDougal provides deep insights from his unique perspective of both a decision maker and a sales professional.Selling to the Pain includes three critical components to sales strategy success: -Understanding the decision process and the factors that affect decisions as explained in The Decision Table(c);-Developing a Value Proposition Message to identify the pain a customer is feeling and communicate an actionable solution; and -Applying Accountability Sales(c) to hold the decision maker accountable to help you close the deal.Through Dr. McDougal's insights and advisement of the Gylen Castle strategy, you can achieve an advantage over your competition by capturing the decision maker's attention and improving efficiency to close more deals. While Selling to the Pain is developed from experiences in healthcare, the strategies are often applied to other industries that have long sales cycles, centralized decision making, and strong administrative leadership. Dr. McDougal has your prescription to Sell to the Pain.Gylen Castle, LLC is a Birmingham, Alabama based boutique advisory firm serving a national client base. Clients of Gylen Castle vary widely in size from start up firms to companies that sell billions of dollars of services or products to their clients each year. Gylen Castle is recognized as the premier healthcare sales strategy advisement firm. To learn more about how Gylen Castle can transform your sales strategy, visit GylenCastle.com.
Author Biography
Dr. Tom McDougal is a serial healthcare entrepreneur, author, and thought leader that has founded three Birmingham, Alabama based companies including Gylen Castle, AlternaVisit, and Kerrera. McDougal entered the healthcare industry in 1993 and at age 27 accepted his first role as a hospital CEO. Seventeen years later, he had served as CEO of five different hospitals including governmental, non-profit, and investor owned facilities within outstanding healthcare systems including Community Health Systems, Palmetto Health Alliance, and UAB Health System. During his tenure, McDougal's hospitals in CHS and UAB Health System received multiple system wide national awards including the categories of innovation, growth, and quality. In 2012, Dr. McDougal was recognized as The Face of Healthcare by B-Metro magazine in the highly competitive healthcare market of Birmingham, AL. McDougal was conferred his Doctorate degree from UAB in Administration - Health Services in 2015. He attained his Master of Science in Health Administration (MSHA) and Master of Business Administration (MBA) degrees at UAB in the early 1990s. Prior to that, he graduated Summa Cum Laude with a Bachelor of Science in Business Administration from the Brock School of Business at Samford University. In addition to his leadership roles with the companies he owns, McDougal currently serves as an Adjunct Faculty Professor at Samford University in the Brock School of Business and The School of Public Health. As a Professor, McDougal teaches undergraduate and graduate students in Healthcare Economics, Healthcare Management, and Business Communications. McDougal is a Fellow in the American College of Healthcare Executives.
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