Virtual Event

Sales and Marketing—Beyond COVID

Learn numerous proven field strategies and tactics to help laboratory sales reps achieve success in today's challenging environment.
A banner promoting Peter Francis' June 13, 2023, G2 Intelligence Lab Institute Presentation,

Session: Wednesday, June 14, 2:00 PM – 3:00 PM

With the onslaught of COVID-19 testing and automatic reimbursement starting in 2020, many commercial laboratories jumped on the bandwagon. And why not? It was a no-brainer business decision: voluminous testing with guaranteed reimbursement and no patient balance-billing. For a lab salesperson, it was like living in Shangri-La.

However, with COVID-19 volumes currently falling off the map, labs now witness their testing diminishing to pre-COVID times. This means field representatives must revert to “the old days” and hope they can find a client upset with their lab so they can swoop in and save the day. Alas, hope is not a strategy. Hope is the pathway to despair. This current environment involves exercising professional strategies and tactics to convince doctor’s offices that labs are not a commodity—there are differences that may prove beneficial to the practice.

This discussion will review numerous proven field strategies and tactics aimed at taking a representative down the yellow brick road to greener pastures in this uncertain economy. 


  • Learn several key strategies not always followed in lab sales
  • Learn suggested tactical scripts that help build credibility
  • Learn about handling objections


Peter Francis, president and founder of Clinical Laboratory Sales Training, LLC

Peter Francis,
President & Founder,
Clinical Laboratory Sales Training, LLC

Peter Francis has spent his entire 50-year career in the reference laboratory industry with primary duties of selling lab services, managing, and training salespeople. Examples of companies he has worked for are Upjohn Lab Procedures, SmithKline Beecham Labs, and Quest Diagnostics. He also was a sales manager at Health Network Labs—a hospital lab outreach program in Allentown, Pennsylvania. Peter is currently president and founder of Clinical Laboratory Sales Training, LLC, a training and development company that helps lab representatives promote their lab’s testing services. He has written extensively about selling and managing within the lab testing business.

Note: You only need to register once to be signed up for all six June 2023 Lab Institute talks.

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