How I Stopped Chasing Activity Metrics and Started Teaching Referral Partners Instead — Melanie Stover
Melanie Stover, founder of Home Care Sales and the only OT-led sales training firm focused on home health, hospice, and in-home care, joins host David Knack to break down one of the most persistent mistakes in the industry: confusing activity with productivity. Melanie explains why many agencies hire a marketer, hand them a territory, and expect referrals to magically appear without giving them a real strategy. Instead of focusing on high-volume sales calls and generic pitches, Melanie advocates for "diagnosis-based selling," a method that teaches sales reps to speak the language of…
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