Service Catalog

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why What HOW
Webinars
  • The Affordable Care Act – Actionable Implications for Sales and Marketing:
    In this webinar you will learn to recognize and recall the basic elements of the Patient Protection and Affordable Care Act of 2010 (ACA).
  • The Why, What and How of Healthcare Reform:
    Overview of why the environment is changing, what providers are doing and how to engage.
  • Overview of Behavioral Styles:
    Adapting behavior in order to more effectively influence and attain buy-in
  • Principal of Influencing the Decision℠:
  • People act upon their…:
    People act on their Greatest Perceived Hurts. Understanding their hurts is key if you want to be able to effectively sell to them. The customer will express their emotion needs voluntarily and with the help of this webinar, TIGI will help you to discover the Root Cause of their hurt and what steps you can take to move forward.
  • Institutional Personal Hurt…. Lifting the Hurt:
  • Champion, Stakeholder and Coach – Players:
    There are 3 Players in a Complex Sales Decision. A salesperson must learn and influence each individual’s personal hurt in order to drive their decision. With this webinar, TIGI will help you identify each Player and teach you how to influence them during a sales process.
  • Your Brand… Selling Yourself:
    In today’s world of seeing, you must have your own personal brand. Understanding how to brand yourself will enable to you stand out of the crowd and sell yourself in a different, better way. TIGI will help you to create your own personal brand and help you understand how to better Sell Yourself.
  • Emotional Side vs Rational Side “Proof Statements”:
    A Proof Statement is a piece of tangible information that shows a customer has a problem or a hurt, i.e. a White Paper or approved article, etc. During this webinar, TIGI will walk you through utilizing Proof Statements and knowing which Proof Statements are necessary and when to use them.
  • E-Bombs:
    Understanding e-Bombs is a necessary piece for Influencing the Decision. e- Bombs are a strategic effort used by the competitors to unhook their customer from their emotional decision. This can come from a vendor that offers similar products and services to the customers and this can derail your sale. This webinar is designed to help users understand e-bombs, how to avoid them, and how to diffuse them if they occur.
  • Overview of the COF Cascade:
  • COF℠ Dashboard Tutorial I:
    Overview of the features, function and use of the COF℠ Dashboard.
  • COF℠ Dashboard Tutorial II:
    Deeper dive into the features, function and use of the COF℠ Dashboard.
  • COF℠ Hurts:
    Overview of the Customer’s hurts and questions that will help with this discovery process.
  • Rules of Presenting a Solution:
    Presenting your solution to the customer does not always mean that the deal is done. Taking the right steps in presenting your solution will ensure that your deal will close more quickly. In this webinar, TIGI walks you through the Rules of Presenting a Solution.
  • Workmat Tutorial:
    Workmat Tool is proven to help you be more successful in your sales process. TIGI will show you how to effectively utilize this tool by going step by step as you fill the workmat out. This practice is a good habit to get into and will enable you to be more successful with your customers.
  • P-3 Tutorial
  • Velocity Tutorial
  • Market Messaging:
    TIGI’s COF Cascade has been designed to help users understand how the different parts of a hospital fit into TIGI’s Clinical, Operational, and Financial fundamentals. This step by step tutorial.
eLearning
  • Follow the Money in Healthcare:
    Overview and first level detail of Revenues, Reimbursements and Current regulations affection the same in U.S. Healthcare.
  • 5 Rings of Healthcare Reform:
    Overview of 5 major programs developed by CMS that are designed to drive the healthcare delivery model from a Volume based system to a Value based system.
  • The COF℠ Decision Rule and Value Proposition:
    Big Picture of COF℠ Overview and basic solution positioning in hospital providers
  • COF℠ Account Management:
    Overview of the Buying Roles of a customer and a deeper understanding of Clinical, Operational, Financial application of those buying roles. The users will be exposed to the COF℠ Cascade starting with the department level and ending with the facility level to give them an understanding of 10 global hurts that are in connection to account management.
  • Decision Module:
  • Influencing Process Module:
  • COF℠ Messaging:
    Global perspective on effective customer messaging development, focused on quality, cost reduction, health IT implementation, Bundled Payments, and population Management, and executive level messaging.
  • COF℠ Monetization:
    Recognize and recall preparation techniques for engaging the customer and collaborating on potential solutions. Users will also understand the Capital Planning Process, Economic case analysis, and be able to evaluate the multiple steps involved in building an effective COF℠ business case.
Talks
  • Healthcare Terrain Reform:
    Reform is happening, whether we are ready for it or not, it’s moving forward at a fast pace. Over the course of this talk, TIGI breaks down healthcare reform, explains how it will effect your business and how you can use Healthcare Reform to gain more business and close deals.
  • Healthcare Reimbursements:
    Going forward, a major driver of profits in the healthcare industry is going to be Healthcare Reimbursements. To earn more business, you will need to fully understand healthcare reimbursements, how they affect your client, and how they affect each patient. TIGI will walk you through Reimbursements in a comprehensive and easy to understand way.
  • 5 Rings of Healthcare Reform℠:
    There are 5 major programs that have been developed by Medicare that are designed to drive the healthcare delivery model from a Volume based system to a Value based system. TIGI has chosen to name these 5 major programs, “The 5 Rings of Reform.” Over the course of this lesson we will be exploring several key elements to the evolving healthcare system.
  • Selling in the New Normal:
    The landscape for businesses has drastically changed in recent years.  For sales teams, learning how to adapt in this new environment can feel daunting, to say the least. This Webinar will help you adapt your sales process;  which can result not only in surviving amidst uncertain times, but also in transforming your sales skills to become a leader in your industry.
  • Evolving Healthcare Reform:
    The practical Implication of the Current State and Future Direction for Medicine.
  • Executive Summary of Marketplace Features and Salient Changes
  • Executive Education Sessions:
    Interpreting Changes and Feature Strategies.
Coaching
  • Coaching Assessments
  • Coaching Action Plan
  • Management Coaching:
  • Leadership Coaching:
  • Rainmaker Coaching:
  • Table Coach Coaching:
Tools
  • COF Dashboard℠:
    Provides data and statistics about more than 6,000 hospitals nationwide. This hospital information includes both public and private sources such as Medicare claims data and hospital cost reports.
  • DISC Behavior Assessments:
    Success Insights Sales report offers the sales professional an understanding of his/her natural sales style. This online assessment / report offers insights on how to adapt a specific sales style to give customers what they want.
  • DISC Motivators Assessments:
    This report ranks an individual’s relative passion for each of 6 values. These include the Drive for: knowledge, money, form and harmony, helpfulness, power, and order. Knowledge of a person’s values helps to tell us why he/she does what they do. Values initiate or drive behavioral style.
  • TriMetrix® DNA:
    Examines the behaviors individuals bring to the job, the motivators that drive them and the ability to demonstrate the competencies required by the job. TriMetrix DNA reveals specific details in these three areas that describe the “why” “What” and “HOW” of superior performance.
  • Sales Skills Index:
    This assessment is specially designed for outside sales. Sales Skills Index helps to ensure that your sales personal will handle each sales opportunity correctly.
  • DISC Team Wheels
  • Trimetrix® DNA:
    Examines the behaviors individuals bring to the job, the motivators that drive them and the ability to demonstrate the competencies required by the job. TriMetrix DNA reveals specific details in these three areas that describe the “why” “What” and “HOW” of superior performance.
  • Job Benchmarking:
    The job benchmarking system results in key accountabilities specific to the job that can be used to generate recruitment assessments and formulate job descriptions. The TriMetrix® suite allows you to utilize three or more sciences to maximize your talent potential.
  • COF Dashboard℠:
    Provides data and statistics about more than 6,000 hospitals nationwide. This hospital information includes both public and private sources such as Medicare claims data and hospital cost reports.
  • COF P-3 Form℠
  • COF Workmat℠
  • COF Cascade℠
  • Note Pad Selling℠ Workmat
  • ROI Tool
  • Negotiation Planner:
    Negotiation focuses on understanding each side of the situation and moving forward to find a solution while strengthening relationships in the process. TIGI knows that most business deals involve a bit of negotiating. Like anything else, the more you plan, the better off you will be and TIGI provides you with a Negotiation Planner that you can use to plan and succeed while negotiating with your client.
  • Pre-Call Plan Tool:
    We all know that the more you plan, the better off you will be in sales. However, to be the most effective, you need the right tool. TIGI’s Pre-Call Planning Tool will give the user the right steps to take when planning calls. Sometimes it can be hard to know where to start when planning. TIGI simplifies the process for you and shows you what needs to be focused on most to close more deals.
  • Coaching Action Plan Tool:
    Through TIGI’s One on One Coaching we will use our Action Plan Tool for you to utilize. This Coaching Action Plan Tool will be unique to you and focus on your area’s of strength and the areas where you should focus on growth. One on One couching will get you started in the right direction and TIGI’s Coaching Action Plan Tool will keep you on the right course.
  • Triangle Reinforcement Sheet
  • Trimetrix® DNA:
    Examines the behaviors individuals bring to the job, the motivators that drive them and the ability to demonstrate the competencies required by the job. TriMetrix DNA reveals specific details in these three areas that describe the “why” “What” and “HOW” of superior performance.
Classroom Training
  • Healthcare Terrain:
    Reform’s Impact on Providers Decisions.
  • Healthcare Terrain II:
    The Progression of HC Reform and Resulting Impact.
  • Healthcare Terrain III:
    How to Leverage Healthcare Reform.
  • The COF℠ Test:
    Value-Based Engagement of Customers.
  • Business Acumen:
    Overview of How the Money flows through the Facility.
  • Hospital Business Operations:
    Overview of the business of Healthcare.
  • Executive Access and Presence:
    Utilizing the Hurts of the Executives to Motivate Decision.
  • COF℠ Opportunity Management:
    Decisions Support Process.
  • COF℠ Value Proposition:
    Expanding Value with the Clinical, Operational and Financial.
  • Strategic Account Management:
    Utilize COF to Define and Manage the Account Strategy.
  • Predictive Value of Account Based Business Intelligence
    Finding the Hurt Before the customer does.
  • Influencing the Decision:
    Overview of Program Content & Learning Goals.
  • Influencing the Decision℠ I:
    Consultative Sales Process.
  • Influencing the Decision℠ II:
    How to Influence HC Executives decisions predictively.
  • Influencing the Decision℠ III:
    Delivering on the promise.
  • The Decision Process:
    Focus on the Emotional-Rational Needs Based Influencing Process.
  • DISC Behavioral Styles:
    Overview.
  • Executive Access and Presence:
    The decision process, the specific steps to progress decisions.
  • The Influencing Process:
    Provoke the hurts and needs discussion with decision makers.
  • Executive Access & Presence:
    Executive steps to a decision process.
  • COF Dashboard℠:
    Provides data and statistics about more than 6,000 hospitals nationwide. This hospital information includes both public and private sources such as Medicare claims data and hospital cost reports.
  • Monetizing the COF Hurts:
    Finding the Hurts to find the Value of the Solution.
  • Building a COF℠ Business Case:
    Assembling Value-Based Business Case for Customer.
  • Customer Workshop:
    TIGI’s COF℠ Dashboard Data and Analytics.
  • Sales Process Workshop:
    Client Case Studies.
  • Predictive Value of Account Based Business Intelligence I:
    Finding the hurts before the customer does.
  • Value Demonstration Workshop:
    Client Case Studies.
  • Note Pad Selling℠
  • Forecasting Sales:
    Forecasting Sales is a key piece of any sales plan and a requirement for many sales professionals. Effective Forecasting will help you realize which deals need more attention and nurturing and which deals do not. Being able to forecast effectively will not only save you time, it will help you focus on key deals that can close more quickly.
  • Sales Velocity