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 2025 - 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
- Supercharging Your Sales Force Effectiveness
July 2025 - 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 - 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
November 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
January 2025 - Stuck Between Complexity and Commoditization
March 2025