The Health-Tech Sales Epidemic Nobody Is Talking About
There is an epidemic in health-tech right now, and nobody is talking about it: sales reps who refuse to actually listen to the client.
If you sit through an EMR demo today, you will likely encounter a rep who nods along and confidently claims their software does exactly what you’re asking for—even when it definitively doesn’t.
When Sales Promises Create Workflow Problems
They overpromise to get the signature, and leave the client dealing with a system that doesn’t fit their actual workflow.
The result? Customers start to believe that all EMR vendors are exactly the same. They assume we are all just selling vaporware.
Our Rule at Black Bean Software
Here is my rule for Black Bean Software: We do not say “yes” just to win a contract.
If a prospective client needs a feature we don’t excel at, we tell them immediately. I would rather lose a deal with honesty than win a deal with a lie.
Hospice Compliance Requires Honesty
Hospice compliance is too critical to be treated like a quota-crushing game.
Look for partners who know how to tell you “no.” It is the highest signal of trust in the market.
