Nathan Hayes

Nathan Hayes is the Manager of Business Development for Red Tray and Editor of sellingtoecps.com.

Reps are welcome to contact him at 404.934.3535 or to send him an e-mail if you have questions about how Red Tray can benefit your accounts or with general comments about selling to ECPs.

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The key to becoming a sales superstar? Deliberate practice.

Posted on June 26, 2009
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When you look at the top sales consultants in your company, what do you think is the key to their success?

Are they more talented — born with an ability to connect with practice owners or a dogged personality?

Or, is it possible for all of us to become exceptional at selling to ECPs?

Today, we are going to consider the real secret to high performance in optical sales — a concept called deliberate practice. Read More

Grow your sales through cold calls

Posted on June 12, 2009
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Is cold calling on optical dispensaries your biggest challenge in sales?

Cold calls can be daunting, but they are also the best way for you to generate spectacular sales results.

Today, I want share highlights from Vision Council’s ‘On the Road Sales Coach: Re-Inventing the Cold Call’. Find out more about these free quarterly training programs here. Read More

How can we ‘grow the pie’ of Optometry?

Posted on June 5, 2009
Filed Under Articles, Coaching your Customers | Leave A Comment

What if the answer to growing your sales wasn’t to woo an ECP away from one of your competitors, but growing the total sales of your existing accounts?

Sounds great, right? But, you’re probably thinking that in our current economic situation, this is more of a pipe dream than a serious proposition.

Kerry Bradley, President of Luxottica Retail for North America, made some brief remarks on ‘growing the pie’ of Optometry during Vision Expo in March.

(You can watch his presentation in the video section of VisionMonday’s Global Leadership Summit and view his slides here.)

Today, I want to summarize his talking points and get your thoughts: Can we help to grow our industry?  Are you already doing some of these things? Read More