Articles (PDF)
Peter 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.
2010 Sales Training Articles
- 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 Rep 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 - Personalize
Your Selling Strategy
September 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 - 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
of 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 - How to Win the
Hand of Lab Outreach Clients
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 - The Ultimate Sales
Machine
September 2007 issue of Medical Laboratory Observer - Supercharging Your Lab's Sales
Force Effectiveness
May 2007 published in CLMA’s Vantage Point newsletter