Jan 24

Before Your Sales Kickoff Meeting: The Most Important New Insight for Healthcare Vendors in 2016

Bruce Brandes Healthcare Vendors Sales Sales Process Customers Vendor Partners

From Hyatt Regency ballrooms to eSpaces shared meeting rooms across the country, over the next few weeks, healthcare vendors are meeting to rally their sales teams and develop strategies for closing more business in 2016. Top challenges to address include:

  • Gaining access to and mindshare of decision-makers
  • Managing and accelerating uncertain and elongated sales cycles
  • Understanding competitive differentiation
  • Maximizing current customer relationships

A word of advice to those CEOs and Chief Sales Officers – rethink every sales strategy, tactic, and investment that may have worked for you in the past. You are wasting your time, money and risking the viability of your business. The market will demand this for two key reasons:

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