On-demand Webinar: Winning with the New Healthcare Buyer: Selling Strategies to Defend Your Value
The new healthcare buyer is smart, sophisticated, price aware, and more value sensitive than ever. It’s important that value is properly quantified, communicated, defended, and captured. View our on-demand webinar where Chris Provines shared insights from his upcoming book, Healthcare Value Selling: Winning Strategies to Sell and Defend Value in the New Market as well as other works on value selling, and provide proven value-based strategies that will help enterprises that sell in to healthcare organizations improve sales and marketing communications along with increasing sales and profit margins.
You will learn how to:
- Identify what buyers care about and what you have to offer each buyer
- Quantify your value and connect it to your customer’s business model
- Align your value selling to your customer’s buying behavior and cycle
- Defend the value of your product against buyer objections
- Leverage value to navigate procurement and buying committees
Learn how value-based strategies can enable you to clearly communicate your product’s benefits based on your customer’s bottom line.
About the Presenter:
Christopher Provines has over twenty-four years of global experience. He began his career in hospital finance and reimbursement. After graduate school, he joined Johnson & Johnson and later moved to Siemens Healthcare. His roles have included vice-president-level positions at both companies.
He has extensive global experience in a variety of functions, including strategic pricing, reimbursement, health outcomes, finance, procurement, commercial excellence, key account management, and business improvement. He is a world-leading thought leader in selling, defending, and capturing value. He is an adviser to many of the world’s leading companies.
Chris has written many papers, articles, book chapters, and books. He is on the board of advisers for the Professional Pricing Society and is an award-winning adjunct professor at Rutgers University, where he teaches in the Supply Chain Management and Marketing Sciences Department. His research interests include the transformation of supply chains and the implications for suppliers. Chris earned his MBA from Rutgers University.