CASE STUDY

Healthcare Embraces Complexity with Consensus Selling

Just being clinically the best is not going to win you the business.

How do we ensure our customers have the information they need to make informed decisions resulting in better patient AND financial outcomes?

To find out how Salelytics can help you improve your sales, call 888.999.9833 or visit salelytics.com
Com· plex· i· ty
kǝnonm’pleksǝdḕ/

NOUN
Characterized by many parts where those parts interact with each other in multiple ways. The state or quality of being intricate or complicated.

Anyone in the industry can confirm that the complexity and breakneck change in healthcare make it one of the most challenging markets out there. To win, you need to stay out in front of it.

Because you know your stuff, you’re acutely aware great products are simply no longer enough. You know if you go to market with any limitations - marketing, channel, position, pricing & reimbursement, and ultimately, valued outcomes, that prospects could go with or stay with a competitor.


You’re looking for an advantage, you’re aware there are a lot of predictions on what the future of healthcare looks like. What’s noise and what’s insight? One thing is certain, healthcare is led by financial outcomes – that you can count on.

CONSENSUS SELLING OPTIC
Complexity in the cycle, product portfolio, and inside decision-making in healthcare is solved by:
  1. Recognizing clinical preference or outcomes is not the primary driver of product selection, yet critical to ensure a product of choice.
  2. Treat everyone as a potential influencer or decision maker whether end user or not.
  3. Teaching insights to create incremental, relevant value to the organization.
  4. Developing reporting that gives full visibility into the process.
Healthcare has evolved into an effective form of consensus selling and consensus decision-making. By developing insights specific to the accountabilities of end users, influencers, and decision-makers, and simultaneously teaching reps how to navigate the various call points in the buying process of the target, they’ve increased win rates and shortened cycles. Integrated reporting allows them to record, learn, and adapt their ongoing process.


ACCOUNTABILITY EXAMPLES

Clinical: Technician, Nurse, Infection Control Manager
Financial: Purchasing, Materials Manager
Institutional: Chief Nursing Officer, CEO
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