Tom interviews Jim Reeves, enterprise software sales expert, about how good sales is more like problem solving and research than manipulation and how COVID-19 is affecting the sales environment in healthcare.
Jim Reeves, a twenty year veteran sales leader in healthcare IT, talks about how the key to effective sales is to have a burning intellectual curiosity to know your customer, how good sales technique is more about question asking and problem solving than manipulation, and how to work with clients who don't trust you. Tom and Jim also talk about how Viktor Frankl's "Man's Search for Meaning," faith, and daily journaling can cure a bad mood and avoid discouragement and resentment, and why COVID-19 does not absolve us of the necessity to take action and improve what we can, and how to talk to a board when you miss your numbers.