All Miller Heiman Sales
Methodology roll outs are customized to the Health Care
market place and specifically to our customer organizations.
Our facilitators have specific hospital and health care
sales experience. They use real world examples that are
meaningful to your sales team. Our implementations are all
connected to the specific sales strategies that you are
deploying. All of our implementations include transitional
coaching for the line sales manager. Our experience has been
that the critical success factor for cultural adoption of
sales methodologies is an engaged and accountable line
management team. For more information, please
contact us.
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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 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.
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.
We encourage independence in our clients. Train-the-Trainer ensures that you always have access to internal process experts.
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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