Healthcare Business Acumen & Sales Insights Blog

 

What Hospital Sales Reps Need from Marketing in a Value Analysis Committee Toolkit

What Hospital Sales Reps Need from Marketing in a Value Analysis Committee Toolkit

Time and time again we see organizations trying to win with Value Analysis Committees (VAC) by thinking inappropriately.  They arm their field sales force with information that is helpful but not particularly useful or focused towards the needs of the stakeholders on...

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Opinion Leaders That Are Influencing Your Hospital Buyers Purchase Decisions

Opinion Leaders That Are Influencing Your Hospital Buyers Purchase Decisions

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...

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