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For Those Who Sell in a Hospital Environment | |||||
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Interested in Miller Heiman training for your Health Care sales team? 1) You may go directly to Miller Heiman. Following several conversations with internal Miller Heiman staff, you will be directed to a Miller Heiman sales consultant. The staff at Miller Heiman are exceptional and you will have a very good experience dealing with them. 2) You may chose to contact us directly, if you desire a sales consultant with specific industry experience. If this is the case, please call Pam at 1-519-455-4320 or via email at pam@teambuilders-int.com. Why select TeamBuilders?
Download Miller Heiman program information here: Designed for a complex sale, Strategic Selling is primarily used in the Healthcare Market for institutional/hospital selling. Many of our clients use it in Managed Care to assist in developing their contracting strategy. For pharma companies, Strategic Selling would be appropriate in formulary situations. At the National Accounts level, Strategic Selling can be used to develop strategies to capture national contracts and then to communicate with field based resources post sale. Strategic and Conceptual Selling for Hospitals/Institutional Sales People Strategic Selling® (SS) Conceptual Selling® (CS) Conceptual Selling can be used in both a complex and a simplex sales environment. Our clients use it for their specialty pharma reps. Strategic Selling sets the strategy to ensure that the right actions are done with the right people. Conceptual Selling ensures that the tactical execution is completed strategically.
Already a Strategic Selling client? Take your Strategic Selling experience to the next level. Without exception, every organization that has implemented Strategic Selling should be using the Funnel Scorecard. The Funnel Scorecard is a quick five minute tool for the sales person to assess their positioning in an opportunity and to identify the two actions they need to take to advance the sale.
Large Account Management Process is designed to help our clients grow market share in existing accounts. The term "large" implies national accounts and certainly, LAMP is well-utilized in that environment. However, to an account manager in the field, "large" could very well mean the most significant and critical account in their territory. Unlike other programs, LAMP requires a cross-functional collaboration between all internal and external stakeholders. Large Account Management Process® (LAMP) Negotiation is often perceived to be the last activity that takes place in the sales process. In reality, incremental levels of negotiation are occurring at each stage in the sales process. Successful negotiation requires strong integration to tactical and strategic selling processes. In health care, many companies are finding themselves "stuck" in a single item negotiation. This occurs because the sales team is not able to collect information during the sales cycle that enables them to move away from price-based purchasing interactions. Moving your B Team to become A performers may have more to do with their personality makeup or DNA. SEA and PSP help you to identify the characteristics of your top performers and to develop a strategy to hire to this profile and to coach to any gaps that may exist. Sales Excellence Assessment Sample Report We encourage independence in our clients. Train-the-Trainer ensures that you always have access to internal process experts. 2008 Train the Trainer Public Sessions Looking for a workshop for your upcoming National or Regional Sales Meeting? Executive Impact helps sales people to understand how to best present to the Executives that are essential to their success in their individual sales.
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Selling To Hospitals
Selling To Hospitals© Miller Heiman |
