My guest is Heather Williams, the Vice President of Business Development at Strategic Dynamics, Inc. Heather helps organizations sell more effectively to their customers . She works with several healthcare companies but also works with other industries as well including finance. Heather works with senior level executives and HR to ensure organizations are hiring the right talent for all positions. Today we are discussing her book, “Selling to Hospitals & Healthcare Organizations.
To sell effectively in this new ecosystem today’s sellers must understand the role and function of hospital and alternate site personnel and their language. We call this Business Acumen. Sellers that understand the language and business of hospitals receive immediate credibility, which is a foundation for building communication and trust.
As hospitals migrate from a fee-for-service reimbursement methodology to payment for value, based upon patient outcomes; they are creating new business models and new relationships with insurers, physician practices, single and multi-specialty community clinics, ambulatory surgery centers, diagnostic imaging centers, specialized treatment service centers, specialty hospitals, skilled nursing facilities and other healthcare entities.
Available on Amazon
Buying the book will keep you in the loop for updates and book 2 coming out in 2019.
In this episode we cover:
Sales Engagement to Enable the Buyer = Buyer Enablement
What is The Modern Seller and Why You Need to Become One.
The Seller's Challenge - Gatekeepers, concerns vs. objections.
The Seller's Challenge
You asked for their email, now what?
B2C: Simple ways to build credibility - maps, reviews and top 10 lists.
Let your past podcast episodes do the heavy lifting.
Is Your Exhibit Booth Boring - answer - YES IT IS.
6 Easy Event Attendee Tips to Maximize the Value
Testimonials - the glow of the moment: make the most of it.
Event Marketing Budgets & Digital Marketing
John Golden, CSO Pipeliner CRM Revenue Tip: Treat Prospects Like Clients.
Event Communication - Put your ego aside
5 Simple ideas to generate leads before the conference
Event Marketing Budgets & Digital Marketing
Why you need an online pressroom.
Additional Ways to Generate Event Revenue
Use easy URLs to track your marketing efforts for events, books, products, campaigns.
Your voicemail message - your first hello, or your last.
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
Right About Now with Ryan Alford
The Marketing Secrets Show
The Agile Brand™ with Greg Kihlstrom
B2B Agility™ with Greg Kihlström
eCommerce Fastlane: Shopify Experts Share Strategies for Acquisition, Conversion, Retention | Grow Your Shopify Store with DTC Marketing Tips