Their Best Target Was a Name They'd Already Passed On
On Tuesday I said AI is the tool and judgment is the product. This is what that looked like on one engagement: their target list against the one we built, and the call behind every change.
A buyer asked me how he'd justify the proposal internally if I was going to use AI to build it. The answer reshaped the deal, and it is the reframe every healthcare buyer should be making right now.
The Physician Who Didn't Want to Sell - Until They Did
The best deals come from physicians who weren't "looking" 12 months ago. The teams that win those mandates were already in position when the trigger hit.
