The meeting focused on Tim Boyle's background in professional hockey and his transition to healthcare sales at Riva Global Medical, where he discussed their virtual professional services for medical practices. Tim shared strategies for handling objections in enterprise sales and outlined Riva Global's consultative approach to providing medically trained virtual assistants for various healthcare functions, including patient intake, billing, and transcription services. The discussion concluded with Tim emphasizing the importance of building strong relationships with healthcare clients, understanding their workflows, and providing consultative value through industry expertise and strategic decision-making.

In this episode of "Selling to Healthcare," Lisa T. Miller explores strategies for engaging supply chain and department leaders.

She emphasizes the supply chain's vital role in operational efficiency and cost management, stressing the importance of long-term partnerships and reliable service. Lisa discusses navigating centralized versus decentralized decision-making and addressing budget constraints and supply disruptions.

She provides insights on strategic positioning in competitive situations and highlights the significance of respect, empathy, and authentic communication. Lisa details essential tools for internal buy-in, including surveys, ROI calculators, and case studies, demonstrating their effectiveness in gaining stakeholder support.

The episode underscores the importance of aligning with supply chain priorities and demonstrating long-term value when selling to healthcare professionals, offering practical approaches for successful engagements.

Learn more about Lisa at https://www.lisatmiller.com/about

In this essential episode of "Selling to Healthcare," Lisa T. Miller explores important strategies for selling to physicians and clinicians.

She discusses the importance of emphasizing clinical outcomes and demonstrating how products enhance care delivery and clinical practices.

Lisa provides insights on identifying clinical champions through conferences, staff engagement, and on-site observation. She addresses the significance of presenting offerings as innovative solutions to unmet needs, supported by peer-reviewed studies and case studies.

Lisa emphasizes understanding medical professionals' challenges, leveraging physician relationships to access C-suite decision-makers, and anticipating objections and competitor tactics.

The episode highlights the importance of addressing unmet clinical needs, showcasing innovation, and aligning products with patient-centered solutions to enhance credibility and effectiveness in healthcare sales.

Learn more about Lisa at https://www.lisatmiller.com/about