Mind The Gap
Many sales and marketing teams need new strategies, skills and tools to successfully compete in the new market.
Value & Buyer Gap
The market and buyer has changed – have you? Selling, marketing and pricing based on clinical features & benefits is a receipe for excessive discounting, accelerating price erosion, longer sales cycles, denied access to VACs, frustrated salespeople, and dissatisfied customers
Quantify & Use Value
Quantify and use the economic value of solution in pricing & selling
Connect to Payment Model
Connect value to customers’ payment model, pay-for-performance, and population health model
Navigate The New Buyer
Successfully navigate buying committees, professional buyers, and buying groups
Our Solutions, Helping You Win
Pricing Consulting
Help you quantify your value, set a clear pricing strategy, improve your practices, and plug price leaks
Sales Training
Give the sales team the skills to confidently sell value, navigate buying committees, understand the customers’ business and successfully engage professional buyers
Value Selling Tools
Quantify your value, connect the dots to the customers’ payment models, and craft winning value tools
Marketing Training
Better quantify, communicate and capture value of new and existing solutions in the age of value-based purchasing
Market Research
Help you develop and leverage key pricing, buying behavior & process, and value insights to set a winning strategy
Keynote Talks
Whether your audiences is 1000 or 20 people, you’ll enjoy our engaging, insightful and thought-leader keynote talks
Our Consulting & Training Is Based on Deep Experience.
Number of Healthcare Salespeople Trained
Number of Sales Forces Adopting Healthcare Value Selling
# of Clients We Have Helped
“In my 15 years in healthcare sales, this is by far the best training that I have ever had.”
Recent Publications
Books and thought leadership to help you successfully navigate the changing buyer and capture value.
Healthcare Value Selling
Learn how to navigate the new buyer, sell your value, defend your value against buyer games, and get paid fairly for the value you deliver.
Strategic Pricing for MedTech
This book provides a comprehensive strategic & tactical framework for pricing medical technologies. Winner of the Axiom Business Book Awards – Bronze 2013.
Selling to Procurement
Learn the secrets of professional buyers and how to be more successful in selling through or to this buying influence. Learn to play buyer games.