Win in The New Market

Healthcare is going through profound change. We help medical devices, diagnostics, pharmaceutical and services companies successfully quantify, communicate, and capture value in the new market.

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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

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Quantify & Use Value

Quantify and use the economic value of solution in pricing & selling

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Connect to Payment Model

Connect value to customers’ payment model, pay-for-performance, and population health model

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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

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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.”

Regional Sales Manager, Top MedTech Company

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.