Episode 1

Today’s buyers use specific processes for acquiring products & services. The ability to navigate new processes and collaborations must be learned and adopted as part of your overall market strategy. And the need to manage and implement contracts that come from these new collaborations is incredibly important as well.

CMR, along with its expert panelists, will help you position your company to become a key part of growth opportunities available in this changing market. You’ll learn how your company’s products and services can address key areas being measured by value-based care and how to present this data in a way your customers will respond to.

In this 30-minute Podcast Bob DeVol, Director, Healthcare Innovator’s Collaborative, Premier, Inc. explains how the focus on cost, quality, and outcomes is changing the way IDNs and GPOs bring products into health system. You’ll also learn how best to collaborate with them to provide the information they need before they can consider the products you bring to them.

This is the first in a series of four 30-minute podcasts designed to help you learn how to best tailor your sales approach to your customers’ needs. Connect with CMR Institute’s value-based selling expert Alister Barrow, and other experts from Premier, Highmark Health, and Relia-Source Inc., as they discuss market forces that have changed the approach providers, payers and the federal government use to select products and services.

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