Authored by Mark Hood, Life Sciences Consultant at SPI
Sales success in today’s life sciences market comes to those individuals who are nimble and able to adapt their selling approach to a changing market. The healthcare market is a fluid environment, stretched to capacity by emerging competitive threats, expanding industry dynamics, and constricting regulatory changes.
Expiring patents coupled with a lack of new blockbuster drugs are eroding profits and stifling growth in the pharmaceutical field while medical device firms continue to consolidate and outsource R&D overseas. An ever increasing aging populations coupled with an exploding rate of chronic disease states has forced biotechnology, pharma, and medical device, firms into an accelerated sense of focus in order to react to this new challenge. Finally, the ACA, (Affordable Care Act), is expected to provide healthcare to more than 30 million new patients in FY 2014 under a smothering mound of governmental regulation. The 2.3% medical device tax is funding the vast changes we are experiencing; no wonder your quota continues climb!
How does one reach or exceed his or her sales target in the midst of such chaos? Many of our clients are thriving in this new paradigm by providing solution oriented offerings that improve patient outcomes. Demonstrated outcomes grounded in clinical evidence allow sellers to navigate this tumultuous environment aligning with nurses, physicians, administrators, and “C” level executives.
Imagine possessing the Situational fluency that allows you to have conversations with healthcare practitioners, (HCP’s), managers, and executives, citing evidence, and driving outcomes-based solutions to key business issues.
Evidence-Based Medicine is a key component in building situational fluency in today’s healthcare environment. In fact, the ACGME requires certification in evidence based medicine for all post graduate medicine programs. Additionally, ACO’s must demonstrate the use of evidence based medicine in order to maintain accreditation.
In closing, know that in a sea of change, Evidence-Based Solution Selling® arms you with the knowledge and fluency to separate yourself from your peers and have unique, cogent, and relevant, conversations with HCP’s and administrators alike.
To learn more about how your sales team can successfully and consistently sell to all levels of the healthcare decision tree and demonstrate fluency around evidence and outcomes, click here.
Would you like to talk with an expert? Connect with Mark Hood via LinkedIn: www.linkedin.com/in/mphood