Sales and marketing are like dance partners.  As with a pair of dancers, sales and marketing have the same ultimate objective: to work together, to play off of and enhance one another. Yet how each pursues that objective is different. Sales and marketing teams have unique strengths, weaknesses and core competencies. Yet management often lumps the two together, as though each performs the same role. The result is that, rather than benefit from each other’s capabilities, they compete at similar tasks in which neither excels. As we’ll find out, marketing needs to lead–defining the message–and sales needs to tailor that message to its clients.

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Obtaining Referrals in the Face of Regulation | By Merrily Orsini

To purchase the article, visit http://hhc.sagepub.com/cgi/reprint/21/4/286

Leveling the Field: How Freestanding Agencies Compete with Hospital-Based Home Health Agencies | By Merrily Orsini

Freestanding Agencies need not be intimidated when hospital-based home health agencies emerge in their service area. This informative article describes how freestanding agencies may just have the upper hand, and notates information for developing relationships with key types of referral sources.

To purchase the article, visit http://hhc.sagepub.com/cgi/reprint/21/2/137

For businesses that provide products or services people only seek when the unexpected happens, marketing to potential users before the need arises can be a challenge. The solution is to implement a marketing strategy that networks for the worst.
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Small Steps Make Giant Strides With Self-Promotion | By Merrily Orsini

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7 Hot Business Ideas – Senior-care industry is booming.
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Orsini named to home care, hospice board.
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Merrily Orsini wins the Digital Age Entrepreneur award.
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Forget Slick Sales Copy – Instead, position your company as a helpful resource and watch clients come calling.
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corecubed named one of the 25 best women-owned companies.
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