Balancing Margin & Mission in Healthcare Sales | E. 2
Selling to Healthcare with Lisa T. Miller
Release Date: 09/20/2024
Selling to Supply Chain & Department Leaders in Healthcare | E. 5
Selling to Healthcare with Lisa T. Miller
In this episode of "Selling to Healthcare," Lisa T. Miller explores strategies for engaging supply chain and department leaders. She emphasizes the supply chain's vital role in operational efficiency and cost management, stressing the importance of long-term partnerships and reliable service. Lisa discusses navigating centralized versus decentralized decision-making and addressing budget constraints and supply disruptions. She provides insights on strategic positioning in competitive situations and highlights the significance of respect, empathy, and authentic communication. Lisa details...
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Strategies for Selling to Physicians & Clinicians | E. 4
Selling to Healthcare with Lisa T. Miller
In this essential episode of "Selling to Healthcare," Lisa T. Miller explores important strategies for selling to physicians and clinicians. She discusses the importance of emphasizing clinical outcomes and demonstrating how products enhance care delivery and clinical practices. Lisa provides insights on identifying clinical champions through conferences, staff engagement, and on-site observation. She addresses the significance of presenting offerings as innovative solutions to unmet needs, supported by peer-reviewed studies and case studies. Lisa emphasizes understanding medical...
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Mastering C-Suite Selling in Healthcare | E. 3
Selling to Healthcare with Lisa T. Miller
Selling to the C-suite is a defining challenge in healthcare sales, demanding the highest strategic expertise. In this key episode of "Selling to Healthcare," Lisa T. Miller discusses effective approaches for connecting with these key decision-makers. She emphasizes the critical role of mindset, comprehensive industry knowledge, and data-driven insights in successful interactions. Lisa explores key strategies, including understanding the complex interconnectedness of hospital environments, anticipating challenging inquiries, and aligning with clinical perspectives. She highlights the...
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Balancing Margin & Mission in Healthcare Sales | E. 2
Selling to Healthcare with Lisa T. Miller
In this second episode of "Selling to Healthcare," Lisa T. Miller explores the critical balance between financial margins and healthcare mission when selling to medical organizations. Lisa examines how products and services can enhance patient care while maintaining fiscal responsibility. She provides expert insights on demonstrating the dual impact of solutions on patient outcomes and financial performance, emphasizing the importance of prioritizing patient care in sales approaches. Lisa discusses strategies for providing value beyond the sale, including understanding community health...
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Strategic Insights for Healthcare Sales Professionals | E.1
Selling to Healthcare with Lisa T. Miller
In this debut episode of "Selling to Healthcare," Lisa T. Miller, with over 30 years of experience in healthcare sales, offers a comprehensive overview of effective strategies in this complex industry. Lisa examines recent shifts in healthcare and their impact on sales approaches, emphasizing the importance of building trust through evidence-based methods. She discusses leveraging insightful content, understanding market dynamics, and navigating common challenges unique to healthcare sales. Lisa highlights the necessity of deep industry knowledge and creative problem-solving, while addressing...
info_outlineIn this second episode of "Selling to Healthcare," Lisa T. Miller explores the critical balance between financial margins and healthcare mission when selling to medical organizations. Lisa examines how products and services can enhance patient care while maintaining fiscal responsibility.
She provides expert insights on demonstrating the dual impact of solutions on patient outcomes and financial performance, emphasizing the importance of prioritizing patient care in sales approaches.
Lisa discusses strategies for providing value beyond the sale, including understanding community health objectives and avoiding common pitfalls in healthcare sales. She analyzes the complex priorities of C-Suite executives and recommends leveraging resources such as community health plans and investor presentations to align with organizational goals.
This episode offers valuable guidance for healthcare sales professionals navigating the intricate balance of financial and mission-driven objectives in the healthcare sector.
Highlights of this Episode Include:
Mission and Margin in Healthcare - Lisa explains how hospitals must balance patient care (mission) with financial sustainability (margin).
Aligning Sales Strategies - Salespeople should identify how their solutions impact both patient care and hospital finances.
Supporting Hospital Challenges - Offer creative solutions to support hospitals with their financial and operational struggles.
Being of Service - Build trust by focusing on how your offerings help hospitals, not just selling.
Value of Insights - Share meaningful, timely insights to maintain engagement during the sales process.
Handling Weak ROI—Focus on other value metrics to address situations where the financial return on investment (ROI) might not be immediately strong.
Understanding the Hospital’s Mission - Research hospital mission statements and community health goals to align your offerings effectively.
Learn more about Lisa at https://www.lisatmiller.com/about
Book an appointment - https://intro.co/LisaMiller
Linkedin - https://www.linkedin.com/in/lisamiller/