Click to CallPeter Francis is known for his insightful articles on selling lab services. He has numerous published papers in industry magazines such as MLO, ADVANCE for Administrators of the Laboratory, and ADVANCE for Medical Laboratory Professionals.
Hiring a Lab Rep
- Getting to Know Someone
February, 2024 - When It’s Time to Hire a Lab Sales Rep
June, 2013
Insight Selling
- Habits: Understanding Their Role in the Sales Process
April, 2024 - Prospects: Not Looking vs. Looking
December, 2016 - Shrouded Sales Factors
March, 2017 - Solution Selling Isn’t Enough When Promoting Lab Services
August, 2022 - The A-B-Cs of Change
June, 2017
Sales Compliance
- Compliance Sales Training
January, 2022
Sales Effectiveness
- Balancing Efficiency and Effectiveness
August, 2013 - Client Relationship Management: Before, During and After the Sale
October, 2009 - Five Critical Selling Skills for the Lab Sales Rep
June, 2009 - If Socrates Sold Lab Services Part 1
July, 2024 - If Socrates Sold Lab Services Part 2
July, 2024 - If Socrates Sold Lab Services Part 3
July, 2024 - Improving Performance for the Lab Salesperson: Is It Possible?
November, 2009 - Sales Principles to Grow Revenues Part 1
May, 2012 - Sales Principles to Grow Revenues Part 2
July, 2012 - Supercharging Your Sales Force Effectiveness
June, 2020 - Ten Common Mistakes Lab Sales Reps Make
November, 2008 - The Ultimate Lab Sales Machine
November, 2019
Strategy
- Using Strategy in an Office Call
August, 2023 - Action Commitment
October, 2021 - Back Tracking Into Basic Differences
August, 2015 - Do I Have the Right Client Relationships?
February, 2015 - On Lab Sales Strategy
October, 2014 - Personalize Your Selling Strategy
August, 2011 - Social Norms: A Sales Rep’s Best Friend
May, 2016 - Take a Heuristic Approach to Marketing a Lab
September, 2018 - The Fabian Strategy
Nov, 2018
Tactics
- Back Tracking Into Basic Differences
August, 2015 - Decisions, Decisions
March, 2022
Training
- Instituting Higher Standards for Laboratory Customer-Touch Departments
August, 2009 - Integrating Sales Coaching into Sales Managing
December, 2010 - Managing Your Laboratory Sales Staff
July, 2008 - Optimizing Your Lab’s Sales Performance Part 1: Developmental Sales Coaching
June, 2009 - Optimizing Your Lab’s Sales Performance Part 2: In-The-Field Sales Coaching
June, 2009 - Sales Training in the Lab Industry
July, 2024 - Situational Fluency
December, 2015