Selling into Industries: Healthcare

35mIntermediate2018-05-03

Authors

Lisa Earle McLeod

Keynote Speaker, Author, Consultant

Elizabeth Lotardo

Vice President of Client Services at McLeod & More, Inc.

Course details

Healthcare is a complex industry that requires a strategic sales approach. In this course, learn how to increase your revenue and your impact when selling into the healthcare vertical. Instructors Lisa Earle McLeod and Elizabeth McLeod share how to grasp the key metrics of your buyer, so that you can connect your solution to the most pertinent numbers. They also cover how to identify and get to the key senior players in a healthcare organization, understand hot-button issues for providers and suppliers, and adapt to changing regulations and legislation while still communicating your value.

Learning objectives
Understanding the key metrics of your healthcare buyer
Unpacking provider and supplier hot buttons
Addressing the cost vs. care debate
Codifying your impact and connecting your solution to patient outcomes
Using trials and case studies
Leveraging and understanding regulations and changing legislation

Skills covered

Sales SkillsProject Management SkillsSalesProject ManagementDeep Dive (X:Y)

Concepts

0. Introduction

01 - Welcome
02 - What you should know

1. Setting Yourself Up for Success

03 - Where do you fit in the world of healthcare
04 - Customer intelligence - Identifying payer sources
05 - Understand the key metrics of your buyer

2. Tailoring Your Approach

06 - Provider hot buttons
07 - Supplier hot buttons
08 - Get to the senior level
09 - Craft your narrative

3. Creating Urgency

10 - Codify your impact
11 - Address the care vs. cost debate
12 - Use case studies

4. Closing the Deal

13 - Trials
14 - Contracts
15 - Delivery

Conclusion

16 - Next steps