The Right Prescription
Revitalize slumping sales with niche marketing to the health-care industry
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PM: Does teaching this class give you any insights into your own sales methods?
DL: I think when you research any particular market you always pick up a few nuggets along the way. I hadn’t really thought about the shortage of nursing and key doctors and how competitive that is until we started doing some of the research for the class. [Then I realized] the impact of aging seniors with longer life spans, baby boomers coming to age with more health problems and how the health-care industry is going to need to continue to expand. You kind of know it, but until you really focus on teaching a class on it, you don’t put as much thought directly to it.
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