04/01/2025

Bobbie Antinarelli

3 Keys to a Full House – Occupancy Through Care & Connection

Retention: Monitor programs and refine campaigns. Referrals: Implement outreach programs and events. Relationships: Establish branding and a prospect pipeline

Bobbie started her career as a special education teacher and then worked as a consultant and trainer in that field for the Commonwealth of MA, Department of Education. She later transitioned into sales – working mostly in health plan, insurance, and employer markets - for startup companies offering new solutions. These products, services, and technologies (SaaS) contributed to the increased health status of members – and to the efficiency and effectiveness of the health care system. Her career in startups taught her the critical importance of sales structure and a consultative sales process and approach to build and sustain a healthy opportunity pipeline and bring in business. Bobbie worked closely with operational, sales, and marketing leadership to define target accounts, craft messaging, and maintain sales momentum to close new accounts. Throughout her sales career of 25+ years, as a sales executive, director, or regional VP of sales, she continued to participate in advanced training programs in consultative selling, training, and coaching.  In an attempt to simplify and demystify the sales process for herself and others, Bobbie developed her five-step selling model, which she trademarked as the ‘OpenDoor Lead2T^TM Consultative Sales Process’. She follows this approach to this day and utilizes it to train and coach others to sell consultatively and effectively