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Balancing Margin & Mission in Healthcare Sales | E. 2
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In this second episode of "Selling to Healthcare," Lisa T. Miller explores the critical balance between financial margins and healthcare mission when selling to medical organizations. Lisa examines how products and services can enhance patient care while maintaining fiscal responsibility.
She provides expert insights on demonstrating the dual impact of solutions on patient outcomes and financial performance, emphasizing the importance of prioritizing patient care in sales approaches.
Lisa discusses strategies for providing value beyond the sale, including understanding community health objectives and avoiding common pitfalls in healthcare sales. She analyzes the complex priorities of C-Suite executives and recommends leveraging resources such as community health plans and investor presentations to align with organizational goals.
This episode offers valuable guidance for healthcare sales professionals navigating the intricate balance of financial and mission-driven objectives in the healthcare sector.
Highlights of this Episode Include:
Mission and Margin in Healthcare - Lisa explains how hospitals must balance patient care (mission) with financial sustainability (margin).
Aligning Sales Strategies - Salespeople should identify how their solutions impact both patient care and hospital finances.
Supporting Hospital Challenges - Offer creative solutions to support hospitals with their financial and operational struggles.
Being of Service - Build trust by focusing on how your offerings help hospitals, not just selling.
Value of Insights - Share meaningful, timely insights to maintain engagement during the sales process.
Handling Weak ROI—Focus on other value metrics to address situations where the financial return on investment (ROI) might not be immediately strong.
Understanding the Hospital’s Mission - Research hospital mission statements and community health goals to align your offerings effectively.
Learn more about Lisa at https://www.lisatmiller.com/about
Book an appointment - https://intro.co/LisaMiller
Linkedin - https://www.linkedin.com/in/lisamiller/
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