Healthcare Business Acumen: 14 Terms Every Healthcare Sales Professional Should Know!

The business of healthcare is in a constant state of flux. It is never static. There are new reimbursement models being evaluated, new locations for care being designed, new types of technology being developed, new methods of communication between patients and caregivers being implemented and new ways of acquiring equipment and supplies created. This “newness” […]

The Role of Micro-Hospitals in the Healthcare Landscape

There is a new type of medical facility that has begun to proliferate the healthcare landscape in the U.S. and they are called Micro-Hospitals. For some sales professionals, this will be a new call point and opportunity to provide sales and service. Think of these facilities as a bridge between free-standing Emergency Departments that do […]

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 […]

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 […]

What is a Hospital?….It Depends Upon Your Perspective!

What is a Hospital? It’s not a trick question but it is a very simple question. Based upon your perspective the question can be answered very differently. Some of the answers may surprise you. Let’s look at some examples: In our recently published book we described a hospital as “a health care institution with an […]

The Hospital OR: Should They Go Rep-Less?

This topic has been in the national media recently and our blog entitled “Will the Sales Rep in the Operating Room Become Extinct” went viral recently.  We thought it prudent to re-issue a companion blog which was originally published 8 months ago along with some minor changes to allow for continued discussion of this important topic. As hospitals […]

How Hospital Leadership Defines Value from Their Suppliers

In today’s healthcare sales milieu MedTech sellers must transition from being a supplier to being a partner with their hospital customers. The new normal is collaboration to drive better patient outcomes while reducing costs. The conundrum for most MedTech sellers is to understand how their customers define value. Once that is understood they can develop […]