You have heard this story before. You have this exciting new product. You know your surgeons (or insert key stakeholder here) will love it. For some time now you have been telling them it’s coming, extolling its virtues and planting the seeds for why they will want to see and use the product when its […]
Every hospital uses tens of thousands of individual items to provide clinical services to their patients. These products differ in function, use, size, purpose, complexity, packaging, ease of use and price. Oftentimes, products are used because they were introduced by a champion that preferred the item; others had clinical evidence that supported their use, some […]
They are often behind the scenes and observable to only their client…the hospital stakeholder. They often only surface to the sales representative late in the buying process but they are a presence in many of the hospital purchase decisions taking place today. They are third party influencers who don’t sell a product that competes […]
The words “Your Product Must Go Through the Hospital Value Analysis Committee!” creates angst and anxiety in most hospital sales representatives and fear and paranoia in others. Why? Because everyone knows the sales cycle just got longer and a lot more complicated. To avoid consternation, however, we would like to offer some practical advice […]
In every sale of a product or service to a hospital, there are two fundamental questions that must be answered. They are: Who Cares and Who Pays? Who Cares is a list of all of the stakeholders that are involved in the purchase decision. Savvy sales professionals know that it’s fundamental to make a comprehensive […]
If you sell to hospitals in the USA, you are probably hearing from your contacts that admissions are trending up in many institutions while staying flat in others. Inpatient census is up in some institutions because of an improving economy, the implementation of the Affordable Care Act especially in states that expanded Medicaid under the […]
This is part 2 of our blog on key facts that you should know about every hospital you sell to …both to earn the business and then to keep it in this highly competitive market. If you missed Part 1 click here and the link will take you to the article. In part 1 of […]
It’s no secret that selling a product or service into a hospital for either the first time or as repeat purchase is getting harder and taking longer. In today’s cost conscious economic climate there are more buying influences involved, each with different wants and desires.