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Buying Triggers: Pull data, analyze, repeat

Q. How can I measure buying triggers for sales analysis?

A. Let’s assume that you have determined your top buying triggers, you’ve found a way to quantify why people need products, and you know why they are choosing your company. The next step is to set up a six-month analysis.

Buying triggers: Recognize your reputation

Q. How do I use buying triggers to refine my sales process?

A. Depending on your process, you will identify your standard buying triggers within the first three months of tracking them.

Buying Triggers: Find out why they chose you

Q. How do I discover my customer’s buying triggers?

A. The two key HME buying triggers are “the reason they need a product or service” and “why they choose your company over your competitor.” The first buying trigger is easy to obtain. The second, on the other hand, is not so simple.

Buying Triggers: Capture and quantify

Q. What is a buying trigger?

A. A buying trigger is the circumstance, pain point, or change-event that causes a prospect to begin a buying process with you. Anyone trained in sales best practices knows the power of a pain point when it comes to closing a deal.

Short Takes: HDIS, PlayMaker CRM, Somnoware Healthcare Systems


Home Delivery Incontinent Supplies, a provider of incontinence products, celebrates 30 years of business this year.

In brief: HME spending drops, PlayMaker CRM secures funding


WASHINGTON – While overall Medicare spending has increased more than 175% from 2000 to 2014, spending on HME accounted for just 1.25% of overall Medicare spending in 2014, dropping from 2% in 2004, according to AAHomecare’s

PlayMaker CRM lands $3 million credit facility


DURHAM, N.C. – Square 1 Bank, a division of Pacific Western Bank has provided a $3 million credit facility to PlayMaker CRM, a cloud-based customer relationship management solution for post-acute care, it announced.

Not playing around

Providers that mean business need CRM, say PlayMaker CRM and VGM

FRANKLIN, Tenn. – PlayMaker CRM is trying to stake a claim for itself in the HME market by offering a system tailored to the provider-referral source relationship.

PlayMaker comes in at No. 722


FRANKLIN, Tenn. – PlayMaker CRM, a cloud-based customer relationship management software provider for the post-acute care industry, has ranked 722 on this year’s Inc. 500|5000 list.

VGM links up with CRM provider


WATERLOO, Iowa – The VGM Group has partnered with PlayMaker CRM to help HME providers better manage their relationships with referral sources.