Tips on Selling to the Hospital or Healthcare System C-Suite: Part 1
Introduction In today’s’ rapidly changing healthcare environment, every sales representative wants to develop a relationship with key hospital C-Suite executives. In some cases it’s to protect the existing business against a competitive threat, while in others, it’s to manage a new opportunity where C-Suite buy-in is paramount to success. Ensuring that the C-Suite members embrace […]
9 Ways Marketing Will Impact MedTech Sales: Part 2
As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]
9 Ways Marketing Will Impact MedTech Sales: Part 1
As hospitals consolidate and form ACOs and transition from a fee-for-service reimbursement model to one that pays for value (better clinical outcomes, improved patient satisfaction and the prevention of complications, preventable infections and unnecessary re-admissions) the MedTech Sales Model will change. At the forefront of developing a new Go-To-Market strategy will be MedTech Marketing. Their […]
Medical Device Sales: These Times They Are-A-Changin!
In 1964 Bob Dylan released his third studio album entitled: The Times They Are-A-Changin.” It was appropriate then and it is appropriate today especially as it pertains to healthcare. Here are a few: Buying Decisions: Manufacturers are seeing purchase decisions move from clinical criteria to economic criteria. With many products “clinically acceptable” is preferred to clinically […]
10 Ways Hospital Procurement Saves Money!
Let’s assume you are a hospital CEO in the USA and your facility has a 3% net margin. This means that for every $100M of revenue you earn $3M. Would you rather try to grow revenue or ask your strategic sourcing department to reduce expenditures by $3M? The answer is obvious and that’s why aggressive […]
12 Factors to Consider in Every New Product Hospital Sale
You have just received training on your company’s newest product and Marketing has you jazzed about it. They have provided you a profile of the ideal customer and several buyer personas. They have mapped the buy-sell process and developed a sales playbook. They have even included a target list of questions to ask that will […]
The Sunshine Act: Necessity or Unnecessary Intrusion?
For better or worse the new Physician Sunshine Act, a provision of the Affordable Care Act (aka Obamacare) is rapidly approaching on August 1, 2013. If you do not sell to physicians you may be unaware of the new law and its regulations. This blog is designed to familiarize you with an overview of the […]
Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 2
This is part 2 of our blog on understanding the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around. If you missed Part 1 click here and the link will take you to the article. We hope that these definitions and explanations reduce your anxiety and increase your […]
Hospital Business Acumen-10 Healthcare Terms You Should Know! Part 1
Are you becoming lost in the vast array of new healthcare terms, acronyms and abbreviations that are being introduced and bantered around? Don’t be alarmed! This is one of the challenges that sales professionals face in today’s market. For specialty sales representatives many of these new terms, and acronyms relate to the specific product or […]
Hospital Sales 101: I Never Saw It Coming!
It’s the 23rd of this month and the hospital’s fiscal year ends at the end of next month. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of […]
