Questions You Should Ask About Hospital Committees!
If you sell a MedTech product, service or solution that occasionally or always has to go to a committee for scrutiny prior to a purchase or contract here are some questions that you need to know. Don’t be afraid to ask these questions. You may not always get the answers but it’s a sin of […]
The Sales Representative’s Checklist for Collaborating with Procurement: Part 1
Do you see view procurement as a threat and necessary evil that must be managed carefully on each deal or do you view them as an ally that can help you facilitate the procurement process? In Part 1 of this blog we will describe the changing role of purchasing and describe the lens of how […]
Essential Skills of the New MedTech Account Manager
The healthcare eco-system is in flux as implementation of the Patient Protection & Affordable Care Act unfolds. New reimbursement models are forcing collaboration between payers and providers to improve patient satisfaction and health outcomes. As healthcare stakeholders begin to take more financial risk for patient outcomes, they will demand value-based products and services be provided. […]
Tips on Selling to the Hospital or Healthcare System C-Suite: Part 2
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 […]
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 […]
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 […]
Don’t Be a Talking Leaflet!
In every sales call there is a fine line between gathering information and providing information. Savvy sales professionals gather information by asking thought provoking, insightful questions. They spur intense conversations by sharing insight and asking for opinions. They ask tough questions especially those around change, opinions and risk. Once they understand the buyer’s requirements they […]
Differentiation: Standing Out in a Meaningful Way!
To differentiate is to stand out in a crowded field and to be different in a way that is meaningful to each individual buying influence. Without differentiation the status quo looks pretty good and there is no reason to consider your product, service or solution. Differentiation prevents the buyer from commoditizing you even when they […]
