As economic pressures continue to mount on healthcare providers and payers alike, sellers continue to be pressed to demonstrate the impact their solutions will or might have once implemented. Demonstrating what benefits the solution will imbue is a core element of value-based selling. As such sellers commonly develop case studies based on what current clients…
Tag: healthcare technology
True Innovation Requires a Unique Sales Approach
We recently read and discussed an article from McKinsey & Company entitled “What’s wrong with solutions selling – and how to put it right.” It’s a great analysis of the role a company can play, and the investments it can make, in order to make its sales team more effective. The authors make the case…
This isn’t ‘The Field of Dreams’
By Eric Gombrich “If you build it, he will come” is the famous line from the 1989 film “Field of Dreams” starring Kevin Costner as farmer Ray Kinsella, and James Earl Jones as Terence Mann, both dreamers of days gone by with a passion for baseball. The premise of the statement is that if Ray…
