Trella Health Blogs

Growth requires more than hustle — it requires precision. Many organizations still base referral strategies on outdated assumptions or siloed data — leading to inefficient outreach, poor conversion, and wasted resources. Without a clear line of sight into who to target, why, and how, teams are left chasing volume over value. To create sustainable, strategic […]

As Medicare Advantage (MA) continues its rapid expansion—now covering nearly 55% of all Medicare-eligible beneficiaries as of early 2024—healthcare providers must refine their strategies to remain competitive. With the shift away from traditional fee-for-service models, the ability to negotiate, manage, and optimize MA contracts is becoming a vital differentiator for success. In a recent webinar, […]

Alongside clinical considerations, patient-specific personal needs — like access for family visitors, alignment with cultural or spiritual practices, or proximity to familiar communities — play a major role in patient discharge decisions. When hospitals and post-acute care (PAC) providers aren’t fully aligned on these factors, patients and their families are left navigating a confusing and […]

Effective sales coaching is a vital component of any successful sales team, especially in complex industries such as post-acute care, home medical equipment (HME), and infusion sales. In these fields, sales representatives must build strong referral relationships and keep up with ever-evolving industry trends. Sales managers play a crucial role in guiding their teams toward […]

Automation-powered technology can help health systems reduce length of stay, increase inpatient capacity, and improve patient outcomes. The hospital discharge process is one of the most critical — and most often inefficient — components of patient care. Delays, administrative burden, and miscommunication contribute to extended hospital stays, increased readmission risk, and a poorer patient experience. […]

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 […]

In our last article, we explained why patient care transitions remain hampered by outdated legacy referral management systems, leading to extended hospital stays and discharge delays. These systems employ inefficient methods, like the “spray and pray” approach, where case managers send numerous referrals to post-acute care providers and hope for responses — a method now […]

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 […]