If your job is to sell pharmacy service to long-term care facilities, how do change your approach when your clients suddenly aren’t accessible to you? And on top of that, how do you adapt your pitch when those same clients are facing one of the biggest crises to ever hit their industry? These are questions that Nick McFerron, regional healthcare sales executive for Diamond, was faced with for the better part of a year. He joins us for a look back at his pandemic experiences in sales and long-term care. We talk the importance of improvisation, customer service, and being a resource instead of a provider. And we also discuss the ways Diamond has stepped up service to long-term care facilities in the wake of the pandemic.