Value-Based Selling

Value-Based Selling

Effective value-based selling emphasizes value over volume, requiring a new sales approach – our training enables sales teams to position their products and services to meet diverse stakeholder needs and meet needed patient outcomes.

Effective Evidence-Based Medicine Oriented Sales Calls

This module examines how evidence-based medicine (EBM) can be woven into the following segments of a call: Opening; Demonstrating value; Managing issues, concerns, and objections; Closing; Following up.

Engaging in a Productive Dialogue about Drug Prices

As a healthcare sales professional, it may be difficult to know how to answer customers' questions about drug prices. This resource will provide you talking points that you can customize to your situation in order to engage in a productive dialogue and help address your customer's concerns.

Evidence Based Medicine as a Sales Strategy

This module looks at EBM as a sales strategy, considers the regulatory implications, and outlines an approach to planning an EBM sales call.

Impact of Value-Based Healthcare on the Sales Environment

This module reviews the implications of managed care for sales professionals. It looks specifically at how value-based approaches to healthcare is impacting the sales process and the sales professionals' role.

Industry Strategies to Meet the Customers’ Needs

This module focuses on how the industry is responding to the needs of the current healthcare community.

Job Aid: Elevate Your Conversation (MDD)

If your customer conversations focus mainly on the features and benefits of your technology, your relationship with a surgeon, supply chain leader, or C-Suite executive may never get off the ground. This job aid provides conversation starters to help you have more effective and meaningful discussions with your customers while you demonstrate your expertise and credibility. These questions can be customized to your situation, no matter what sales model you follow.

Job Aid: Elevate Your Conversation (Pharma)

If your customer conversations focus mainly on the features and benefits of your product, your relationship with a physician, pharmacy director, or C-Suite executive may never get off the ground. This job aid provides conversation starters to help you have more effective and meaningful discussions with your customers while you demonstrate your expertise and credibility. These questions can be customized to your situation, no matter what sales model you follow.

Measuring the Patient Experience: Why it Matters to Industry

This module describes how providers are measuring and trying to improve the patient experience. Healthcare sales professionals will gain insight into how they can support their customers in these efforts.

Measuring the Patient Experience: Why it Matters to Industry MDD

More than ever before, providers in a variety of settings are investing time and resources to evaluate their patients' experience of care. Improving the patient experience is part of the "Triple Aim," and how patients rate their experience is an increasingly important metric in pay-for-performance programs like Medicare's Value-Based Purchasing (VBP) program. This module describes how providers are measuring and trying to improve the patient experience. Sales representatives will gain insight into how they can support their customers in these efforts.

Microminutes: Transitioning to Value-Based Care

Today, most physicians, hospitals, and other providers are under tremendous pressure to move away from their traditional payment and delivery approaches, which are based on service volume, to newer, risk-based models that reward providers for value. This Micro Minute takes a look at how providers can move toward true value-based care with strategies like: collaboration among stakeholders, utilizing technology and improving patient engagement.

Microminutes: Triple Aim

Healthcare costs cannot continue to grow at their current pace.  We must find ways to derive better value from the resources invested. This Micro Minute focuses on the three critical objectives of the Triple Aim that can lead to better models for providing healthcare.

Microminutes: Value-Based Selling (MDD)

MDD sales representatives who succeed in today’s value-conscious environment find ways to partner with healthcare organizations with the goal of providing high-quality patient care.  This Micro Minute views quality from their customer’s perspective and how to successfully partner with healthcare organizations to enhance overall quality.

Microminutes: Value-Based Selling (Pharma)

This collection of micro lessons is designed to provide you with quick-hit, bite-sized pieces of learning related to value-based selling. Topics include: value in healthcare, Triple Aim, the transition to value-based care, and selling in a value-conscious environment.

Opportunities Behind the Clinicians Evidence-Based Medicine Challenge

This module looks at why clinicians often find it challenging to integrate evidence-based medicine (EBM) into clinical decision-making, and how their challenge can become your opportunity. Clinicians are more likely to be responsive to your product message if you become skilled at examining trial results from their viewpoint and providing evidence through study reprints and other support materials.

Patient-Centered Care

This module discusses the following topics: the patient's voice, a continuum of care, technologies that support patient-centered care, and measures of quality improvement in patient-centered care.

Pharmaceutical Prices: Balancing Innovation with Access and Affordability

The pharmaceutical industry’s innovative products have transformed lives while generating strong financial returns for companies and investors. Yet in today’s value-conscious environment, pharmaceutical prices are frequently under scrutiny. This module begins by discussing the importance of industry profitability. The discussion will then provide an overview of current trends in prescription drug spending. The module will also cover issues related to access and affordability as companies aim to demonstrate the value of their drugs.

Population Health Management: A Strategy for Higher Quality and Lower Costs

This module outlines current approaches to population health management, including patient-centered medical homes (PCMHs), perioperative surgical homes (PSHs), and accountable care organizations (ACOs). The module also discusses the implications of population health management for biopharmaceutical and device companies.

Protecting Market Access as Biosimilars Emerge

The entry of biosimilars into the US marketplace will likely create a more competitive environment that could affect market access for all products in a therapeutic category. This module describes some of the strategies that biopharmaceutical companies might use to protect market access and identifies opportunities for sales teams to continue to serve their customers in the face of greater competition.

Selling in a Value Conscious Environment

This module discusses how disease management, technology, and value-based services and products can contribute to win-win partnerships.

Selling in the Formulary Environment

This module discusses how pharmaceutical companies have responded to and are succeeding in a formulary environment.

The Dynamics of the Specialty Supply Chain

To construct a persuasive value proposition for a specialty drug, you first need to understand the “business of specialty drugs.” This module describes the business systems that move specialty drugs through the market, including:
• How specialty drugs are distributed and reimbursed through the medical benefit (“buy-and-bill”) or pharmacy benefit.
• How decisions are made in the supply chain.
• The role support services play, such as in-patient adherence assistance and data management.

Thought Leader Insights: Identifying Value-Based Strategies with Today’s Customers

Thought Leader Insights are a collection of podcasts that give you a glimpse into the discussions that industry leaders are having on important topics. In this collection, experts from Premier and Philips discuss key customer issues under value-based payment and how companies can put value at the center of their sales strategies.

Thought Leader Insights: Understanding the Benefits of Value-Based Selling

Thought Leader Insights are a collection of podcasts that give you a glimpse into the discussions that industry leaders are having on important topics. In this collection, experts from Premier and Philips discuss value-based payment models, identify threats and opportunities to the industry and how to find common ground through value-based selling.

Tips for Creating Value Through Effective Account Management

Account managers can leverage several strategies to enhance partnerships with key accounts. This job aid discusses ways that account managers can create value for their customers and open up new opportunities for their companies.

Understanding Physicians through Relationship Selling

This module looks at different motivations and personality traits of physicians. It describes the concept of relationship selling and explores what physicians want from sales professionals.

Value-Based Care and the Changing Healthcare Delivery Model

This module discusses different types of value-based payment and how providers are preparing for the transition from fee-for-service medicine to value-based care. Healthcare sales professionals will gain insight into how they can be valued partners by offering products and services that support their customers' focus on value.

Value-Based Care and the Changing Healthcare Delivery Model MDD

Employers, health plans, government agencies, and consumers want to make sure that providers are delivering the highest quality care at the lowest cost possible. As a result, physicians, hospitals, and other providers are under tremendous pressure to move away from their traditional payment and delivery approaches, which are based on service volume, to newer, risk-based models that reward providers for value. This module discusses different types of value-based payment and how providers are preparing for the transition from fee-for-service medicine to value-based care. Sales representatives will gain insight into how they can be valued partners by offering products and services that support their customers focus on value.

Workshop: Building Your Value Proposition

There is a paradigm shift in the market that requires a paradigm shift in our sales approach to the market. Success in the new healthcare market is about the contribution to the success of the strategic initiatives of the customer we are targeting. In this workshop, we will consider the current market dynamics as we develop a new value proposition - or learn to use a current value proposition - to support a successful approach to our customers' new buying process.

Workshop: Value-Based Go-To-Market Strategy for Effective Account Management

A value-based go-to-market strategy is one in which the supplier's sales approach has less to do with getting paid for product sales, and more to do with becoming a supplier-partner that is properly rewarded for customer satisfaction and the customer's measurable success due to partnering with that vendor. Providers are convinced that most new products are not worth the additional costs, as reflected in their new buying process. A new value-based go-to-market strategy will allow your company to define the targets that best fit your value proposition and value-based business strategy. It will also bring about more consistent and predictable selling success with economic/executive buyers within the health systems around the country.

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