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Selling to Healthcare & Hospitals - you need to be able to understand all the terms.

November 20, 2018
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41CruH61J0L__SX331_BO1_204_203_200_.jpgMy guest is Heather Williams, the Vice President of Business Development at Strategic Dynamics, Inc. Heather helps organizations sell more effectively to their customers . She works with several healthcare companies but also works with other industries as well including finance. Heather works with senior level executives and HR to ensure organizations are hiring the right talent for all positions. Today we are discussing her book, “Selling to Hospitals & Healthcare Organizations.

To sell effectively in this new ecosystem today’s sellers must understand the role and function of hospital and alternate site personnel and their language. We call this Business Acumen. Sellers that understand the language and business of hospitals receive immediate credibility, which is a foundation for building communication and trust.

As hospitals migrate from a fee-for-service reimbursement methodology to payment for value, based upon patient outcomes; they are creating new business models and new relationships with insurers, physician practices, single and multi-specialty community clinics, ambulatory surgery centers, diagnostic imaging centers, specialized treatment service centers, specialty hospitals, skilled nursing facilities and other healthcare entities.

Available on Amazon

Buying the book will keep you in the loop for updates and book 2 coming out in 2019.

In this episode we cover:

  1. Who would find this book useful?

    1. Anyone who is calling on Hospitals or Healthcare Organizations. This includes, sales personnel, marketing, operations (for equipment implementations) or product service personnel.
    2. Sellers must understand the role and function of the hospital and their personnel (the jobs they perform) and then be able to speak their language.
    3. Private citizens will also find this book useful if they want to increase their knowledge base about healthcare organizations and personnel. After all we all need healthcare and it helps to be more knowledgeable about our options, the different institutions and the people who deliver the care.
  1. What is included in the book?

    1. The book is broken up in 2 parts and then 4 Appendices

      1. Hospital Business Acumen & Clinical Terms
      2. Hospital Physician & Key Healthcare Personnel
  • The Appendices includes Acronyms & Medical Industry Abbreviations, Anatomical Orientation Terms, several Healthcare Agencies & Organizations, and lastly some common Prescription Terms
  1. How do you use this with your clients?

    1. We let them know this is available and a great resource for on-boarding new company personnel who do not have any healthcare experience or who may be required to call on personnel in a new department or entity that was not previously served.
    2. For those that have experience, this is a great resource to keep on-hand as reference There may be a Healthcare acronym that you may not be aware that is in the book.