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 the VAC. Hospitals don’t buy a product they buy a solution or an […]

Understanding the Steps in the Hospital Value Analysis Process

For most sales professionals navigating the Hospitals Value Analysis Committee (VAC) is like trying to walk through a minefield. You don’t want to get blown -up and you want to survive (win). Before you can win with the VAC you must understand how a VAC operates. Understanding the steps in their process positions you to […]

I Want This Product Why Do I Need to Complete a Value Analysis Form?

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 […]

Where Hospital Value Analysis Committees Seek Possibilities for Change

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 […]

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 are third party influencers who don’t sell a product that competes with […]

Ten Dreaded Words Every Hospital Sales Rep Hates to Hear!

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 that’s […]

Getting Inside the Black Box: Harsh Realities of Selling to a Committee

“Committees” are the mysterious black boxes of the sales universe. Sellers often assume they know what’s inside the box only to find that it was not at all what they suspected.  The word “committee” is often used to cloak a buying process in secrecy.  One individual’s “committee” is another’s team or group.  When executives are […]

Now That the NFL Draft is Over, What Did It Teach You About Selling?

While both of us are fans of professional football, it’s tedious and confusing to wade through the myriad of articles and blogs on NFL draft predictions. Fortunately, the process is over for this year and every team has declared themselves a winner. By their own calculation, the much-heralded predictions by sport writers, channel talent experts […]

10 Things to Know About Selling to Hospitals in 2015

2014 and the holidays are behind us. For those of you that are on a fiscal year hopefully you ended the year strong and ahead of your sales revenue plan. For those of you that are in the mid-point of your sales year hopefully you are on target to meet or exceed your revenue plan. […]