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.
2022 Sales Training Articles
- Solution Selling Isn’t Enough When Promoting Lab Services
August, 2022 - If Socrates Sold Lab Services part #1
Revised March, 2022 - If Socrates Sold Lab Services part #2
Revised March, 2022 - If Socrates Sold Lab Services part #3
Revised March, 2022 - Decisions, Decisions
Revised March, 2022 - Compliance Sales Training
Revised Jan, 2022 (originally published May 2012 issue of G2 Compliance Report)
2021 Sales Training Articles
- Action Commitment
Oct, 2021 - The Changing Landscape of Sales Compensation in the Lab Industry
Oct, 2021
2020 Sales Training Articles
- On Sales Managers and Coaches
Oct, 2020 - Supercharging Your Sales Force Effectiveness
Jun, 2020
2019 Sales Training Article
- The Ultimate Lab Sales Machine
Nov, 2019
2018 Sales Training Articles
- Is Your Lab Rep Engineering a Commodity Train?
Dec, 2018 - The Fabian Strategy
Nov, 2018 - Take a Heuristic Approach to Marketing a Lab
September, 2018
2017 Sales Training Articles
- The A-B-Cs of Change
June, 2017 - Shrouded Sales Factors
March, 2017
2016 Sales Training Articles
- Not Looking vs. Looking
December, 2016 - Habits: Understanding Their Role in the Sales Process
May, 2016 - Social Norms: A Sales Rep’s Best Friend
May, 2016 - Lab Sales Compensation
Published in the March, 2016, issue of Medical Laboratory Observer (MLO). - What’s Your Lab’s Strategy?
Published in the July issue of Medical Laboratory Observer (MLO)
2015 Sales Training Articles
- Situational Fluency
Published December, 2015 - Back Tracking Into Basic Differences
Published August, 2015 - Do I Have the Right Client Relationships?
February, 2015
2014 Sales Training Articles
- On Lab Sales Strategy
Published October 2014 - Complexity and Commoditization
May 2014, Published in July issue of Medical Laboratory Observer (MLO)
2013 Sales Training Articles
- Managing Your Lab’s Field Rep(s)—Best Practices
December 2013 - Adding Power to Showcase Your Lab’s Capabilities
Published in two parts in www.advanceweb.com (December 2013) - Balancing Efficiency and Effectiveness
August 2013 issue of Medical Laboratory Observer - When It’s Time to Hire a Lab Sales Rep
June 2013
2012 Sales Training Articles
- Selling Molecular Diagnostic Tests
Published in Advance: For Administrators of the Laboratory - Nine Sales Principles
March 2012
2011 Sales Training Articles
- Personalize Your Selling Strategy
August 2011 issue of Medical Laboratory Observer - Creating More Revenues Without Selling New Clients
July 2011 - What Is Your Sales Strategy?
March 2011
2010 Sales Training Articles
- Lab Sales Training: Bah Hum Bug!
December 2010 online issue of ADVANCE for Administrators of the Laboratory - Integrating Sales Coaching into Sales Managing
December 2010 - Develop a Competitive Business Strategy
August 2010 issue of Medical Laboratory Observer - Why Won’t the Prospect Switch to My Lab?
August 2010 - The Technical Sale: Building Credibility
July 2010 - Compliance—What Every Lab Representative Should Know
April 2010 issue of Medical Laboratory Observer - Three Mistakes Lab Reps Make When Prospecting
February 2010 issue of ADVANCE for Administrators of the Laboratory
2009 Sales Training Articles
- Who Really Chooses a Lab Service?
November 2009 - Improving Performance for the Lab Salesperson: Is It Possible?
November 2009 Published on the Washington G2 web site under Peter’s name on the Advisory Board link - Client Relationship Management: Before, During and After the Sale
October 2009 - What to Look For When Hiring a Lab Sales Representative
September 2009 Published on the Washington G2 Reports website under Peter’s name on the Advisory Board link - Instituting Higher Standards for Laboratory Customer-Touch Departments
August 2009 published in on-line issue of ADVANCE for Administrators of the Laboratory - Five Critical Selling Skills for the Lab Sales Rep
June 2009 - Outreach Strategy: Differentiate or Die
September 2009 issue of Medical Laboratory Observer (MLO) - Optimizing Your Lab’s Sales Performance Part 2: In-The-Field Sales Coaching
June 2009 published on the Washington G2 Reports web site under Peter’s name on the Advisory Board link - Optimizing Your Lab’s Sales Performance Part 1: Developmental Sales Coaching
June 2009 published on the Washington G2 Reports web site under Peter’s name on the Advisory Board link
2008 Sales Training Articles
- Ten Common Mistakes Lab Sales Reps Make
November 2008, published in March 2009 on-line issue of “ADVANCE for Administrators of the Laboratory” under Business Briefs - Cross-Selling: A Hospital’s Elixir
September 2008 published on the G2 Reports web site under the Advisory Board link - Establishing Trust & Credibility
June 2008 Lab Backgrounder - Executive Snapshot
August 2008 issue of Medical Laboratory Observer - Selling A Commodity
September 2008 issue of Medical Laboratory Observer - Managing Your Laboratory Sales Staff
July 2008 issue of Advance for Medical Laboratory Professionals - The Decision-Making Process of Choosing a Lab: What Your Sales Rep Should Know
May 2008 published on the Washington G2 web site under Peter’s name on the Advisory Board link - Outreach Sales Success
January 2008 published with subsequent case study at Medical Laboratory Observer
2007 Sales Training Articles
- Selling a Lab Service
August 16, 2007 published in ADVANCE for Administrators of the Laboratory