Trella Health Blogs

This blog takes you through the journey of an infusion sales leader whose referral targeting strategy kept hitting dead ends, knocking on the same doors, and pursuing the same opportunities without success. Competitors are effortlessly winning referrals, and frustration is setting in. But everything shifts when she uncovers a game-changing solution that enables her team […]

What is Payer Price Transparency? The Centers for Medicare and Medicaid Services (CMS) require all commercial payers, under the Payer Price Transparency mandate—the Transparency in Coverage (TiC) Act—to disclose their negotiated rates for specific billing codes and providers. While this rule applies broadly to commercial payers, it exempts Medicare Advantage and Managed Medicaid plans, which […]

Tim, an experienced sales representative in the post-acute care industry, thrived on generating referrals but found administrative tasks to be a burdensome part of his routine. Despite his busy schedule of meetings and client visits, managing his data in a labyrinthine spreadsheet was more of a hindrance than an aid. Manual data entry and the […]

The Complete Picture: Sarah’s Sales Success with Medical and Pharmacy Claims Data Meet Sarah, a top-performing sales manager whose team has been crushing their goals with medical claims data. But Sarah was hungry for more. She realized that pharmacy data could supercharge their strategy, revealing high-value physicians with large patient volumes using their products. This […]

In the competitive landscape of the post-acute care industry, smaller home health and hospice agencies face a unique challenge: mastering referral targeting amidst the dominance of larger enterprises. With significant resources, larger competitors often overshadow smaller agencies in securing high-value referrals. Smaller agencies must prioritize and optimize their referral targeting strategies to bridge this gap. […]

In the intricate world of post-acute sales, success is not just about making connections but mastering the art of managing relationships and opportunities. At the heart of this mastery lies a crucial concept of the “book of business” – more than just a list of names and numbers, it’s an essential element in successful sales […]

As the demand for home-based care accelerates – ongoing staffing shortages are not just a challenge for agencies – it’s putting patients’ quality of care at risk. According to The State of America’s Direct Support Workforce Crisis 2023 report, “about 95% of providers indicated moderate or severe staffing shortages over the past year, while 77% […]

When implementing an effective Customer Relationship Management (CRM) platform, the journey toward success is often met with formidable obstacles. As your organization strives to harness the full potential of a CRM platform, you may experience one of five barriers that may emerge – each posing unique challenges to seamless CRM utilization. The 5 barriers discussed […]

In the dynamic and fast-paced world of sales, it’s all too familiar to find yourself engulfed in the whirlwind of daily tasks, only to realize that crucial next steps to grow your book of business are overlooked. As a sales rep, navigating this chaos without a reliable compass can feel daunting. When creating the perfect […]

In the highly competitive post-acute care industry, sales reps face the challenge of capturing the attention and trust of high-value referral sources. When preparing to connect with a referral source in your market, your sales reps must consider this question: are they providing compelling market data and insights that the referral source needs to trust […]

Welcome to the dynamic world of sales, where each day presents a unique blend of: Opportunities Challenges Triumphs In this guide, we’ll accompany you through a sales representative’s typical day, unveiling strategies, tactics, and mindsets essential for success. However, before we get started, we need to acknowledge a crucial insight. While this guide centers on […]

Average Length of Stay (ALOS) is an essential metric your sales reps must understand when connecting with top referral sources in your market. From cost-effectiveness to patient outcomes and regulatory compliance – ALOS can indicate the efficiency and quality of post-acute care services. Throughout this blog, we will uncover: What average length of stay is […]