12 Ways Hospital Buyer Behavior is Changing! Part 2
This is Part 2 of our blog that discusses 12 Ways that Hospital Buying Behavior is Changing. If you missed Part 1 Click here and the link will take you to the article. In Part 1 we discussed the Power Shift to Sophisticated Buying, Analytics & Revenue Cycle Management, Demand Management, Further Supplier Consolidation, Self-Contracting […]
12 Ways Hospital Buyer Behavior is Changing! Part 1
Remember the good old days when you could walk into a hospital and go to a specific department without a vendor credential or signing in with procurement? When physician preference mattered? When department heads or service line directors could cut a PO or sign a lease agreement? When maverick buying prevailed? Well those days are […]
5 Emerging Trends MedTech Sales Reps Should Watch Carefully
It used to be easy. Hospitals were where we went for emergency care, certain types of surgeries, for labor and delivery or for in-patient treatment of acute or chronic disease. Hospitals were also easy to find because they had the word “hospital” incorporated with their name. Under healthcare reform hospitals are reinventing themselves from a […]
Selling Capital Equipment to Hospitals: Actual Cost Versus Purchase Price
It’s no secret that in every hospital, fierce competition for scarce dollars exists between departments to buy new capital equipment that increases efficiency and improves patient care. In this new dynamic environment, hospital C-Suite executives are placing an increased emphasis on the collaborative process to acquire capital equipment. This process includes: Clinicians: To ensure optimal […]
30 Words or Phrases That Resonate With Hospital Buyers!
Newsflash! Hospitals don’t simply buy products and services; they seek out quality solutions to solve problems. Healthcare professionals are looking for partners that can help them to fix gaps in service delivery and help them to avoid complacency in order to achieve exceptional results. If you want to connect with hospital buyers, it’s essential to […]
Do You Know the Pathway to the PO?
Hallelujah you have just been told you won the sale. Now the next challenge is to get the purchase order (PO). Be careful about celebrating too soon, you are not home yet. You would be wise not to include this order against your sales goal at this time. Finally, don’t forecast it yet and above […]
Are You a “Memorable” Sales Rep?
You just made a sales call. You think it went well. The buying influence addressed all of your questions. You now believe that you have developed a corporate connection that lays the foundation for a mutually agreed upon next step. In retrospect, ask yourself, “Did you make a lasting impression, one that will resonate throughout […]
Do Checklists have a Role in MedTech Sales?
A significant number of professional organizations have integrated the use of checklists to manage time-sensitive projects. Astronauts, IT professionals, and others in high risk industries use rigorous checklists to help them avoid potential hazards. As an example, every pilot goes through a pre-flight checklist before he pulls away from the gate; its standard operating procedure […]
MedTech Sales Professional: How Are You Improving Your Craft?
If you’re in MedTech sales you have a designated territory and a sales goal. Making the “plan” is your number one objective. If you are a 1099 and self-employed, you are a hunter who only gets paid when you consistently hit the target, otherwise it’s a long dry season. Successful MedTech sellers recognize that the […]
What Do the Hospital “Cs” Think About? The 13 Ps! Part 2!
Every day sales reps descend on hospitals with an intense desire to get to the coveted “C” suite. They want access to the carpeted area of the hospital because that is where the executive team resides. In the language of business, C-suite players are the individuals who are responsible for effective financial and human resource […]
