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...
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...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....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...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...Download our Healthcare Executive Insight Series
