All Miller Heiman Sales
Methodology roll outs are:
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Customized to the Health Care market
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Customized to our
Customers and their sales strategy
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Facilitated by
people who have hospital selling experience
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Packaged with line
manager support and coaching
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Positioned to take
advantage of tools, methods and processes you have in
place, already
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28 years of Health Care Sales Experience
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Experience in Socialized and Private Health Systems
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Capital, Consumable, and Formulary Experience
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Proven Integration and Implementation Strategy to Ensure Cultural Adoption
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Our Clients include the best Health Care Sales Organizations in the World. Benefit from their Best Practices
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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.
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.
Funnel Scorecard
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.
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