Selling to Healthcare with Lisa T. Miller Podcast Por Lisa T. Miller arte de portada

Selling to Healthcare with Lisa T. Miller

Selling to Healthcare with Lisa T. Miller

De: Lisa T. Miller
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Selling to Healthcare with Lisa T. Miller: Transforming Transactions into Partnerships Join Lisa T. Miller, a renowned healthcare sales innovator responsible for generating over $200 million in revenue, as she unveils her groundbreaking approach: transforming traditional sales into meaningful partnerships built on exceptional service. In this insightful five-part series, Lisa leverages her 30+ years of hands-on expertise to guide you through the complex and rapidly evolving healthcare landscape. Each episode delivers practical strategies, real-world case studies, and proven tactics to enhance your effectiveness, deepen client relationships, and drive impactful results in healthcare sales. Here's what makes "Selling to Healthcare" essential listening: Proven Expertise: Go beyond theory and explore tangible, actionable advice drawn directly from Lisa's extensive experience closing significant deals across healthcare settings. Service-Centric Strategies: Learn how adopting a service-first philosophy can dramatically increase your value, credibility, and long-term success with healthcare decision-makers. Insights into Decision-Makers: Gain deep insights into the mindset of healthcare leaders, understanding how to anticipate their needs and effectively address their priorities. Mastering Complexity: Navigate the complexities of healthcare regulations, diverse stakeholders, and institutional processes with confidence and clarity. Building Trust: Discover Lisa's blueprint for establishing authentic, trust-based partnerships that lead to sustained growth and mutual success. Whether you're an experienced healthcare sales professional aiming to sharpen your skills or a newcomer eager to stand out, "Selling to Healthcare" provides the essential tools, proven methodologies, and powerful insights you need to excel. Tune in with Lisa T. Miller to redefine your approach to healthcare sales, transforming transactional interactions into lasting partnerships that positively impact the healthcare industry.Selling To Healthcare with Lisa T. Miller © 2024 | https://www.lisatmiller.com Economía Marketing Marketing y Ventas Política y Gobierno
Episodios
  • The Evolution of Value Selling to Decision Led Selling | E.9

    The Evolution of Value Selling to Decision Led Selling | E.9
    Apr 3 2026

    In episode nine of "Selling to Healthcare," Lisa T. Miller explores what she sees as the next evolution in professional sales — the shift from value selling to what she calls decision led selling. Lisa breaks down why proving value, while still essential, is no longer enough to move enterprise deals forward, especially at the executive level.

    She explains how modern buyers aren't short on valuable options — they're drowning in them. Every initiative that lands on an executive's desk arrives pre-packaged as strategic and high impact. The real question executives are asking isn't whether something is valuable, but whether it deserves priority. Lisa argues that this distinction is where most deals quietly die, and where sellers need a fundamentally different approach.

    Lisa introduces her framework for decision led selling, built around five practical steps: helping executives clarify the decision itself, surfacing internal resistance before it derails momentum, prioritizing against competing initiatives, giving executives a repeatable narrative they can carry without you in the room, and reducing the perceived cost of sponsorship. She also discusses the hidden risks executives actually weigh — political risk, organizational risk, and reputational risk — and why addressing those openly is what builds real trust.

    This episode offers a powerful reframe for healthcare sales professionals who want to stop being the person who explains value and start being the person who helps decisions actually move through the organization.

    Highlights of this Episode Include:

    • Value Is Necessary but No Longer Sufficient: Value selling gets you in the door, but executives expect value as table stakes — the real challenge is helping them decide, align, and act.
    • The Gap Where Deals Die: Buyers can agree something is valuable and still do nothing — the most dangerous part of the sales process happens after value is agreed upon.
    • From Value Messenger to Decision Partner: Decision led selling shifts the seller's role from persuasion to enablement, guiding how decisions are made rather than just why something matters.
    • Risk Beyond ROI: Executives weigh political, organizational, and reputational risk — questions like who pushes back, what gets displaced, and who owns the fallout if it goes wrong.
    • Narrative Portability: If your value story can't travel without you into board meetings, peer discussions, and leadership conversations, the decision won't survive.
    • 5 Steps to Move Decisions Forward: Clarify the decision, surface internal resistance early, help prioritize against competing initiatives, give executives a repeatable rationale, and reduce the cost of sponsorship.
    • Make Decisions Feel Safe to Champion: The sellers who win aren't the ones who explain value best — they're the ones who make decisions feel obvious, defensible, and safe to champion.

    Read the full article: https://www.selltohospitals.com/p/the-evolution-of-value-selling-to

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

    Book an appointment - https://calendly.com/lisa_t_miller/30min

    LinkedIn - https://www.linkedin.com/in/lisamiller/

    Learn about Lisa's Workshops:

    • https://fluentinhealthcare.com/
    • https://healthcaresalesmasterclass.com
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    15 m
  • Fluent in Healthcare | E.8

    Fluent in Healthcare | E.8
    Mar 28 2026
    In episode eight of "Selling to Healthcare," Lisa T. Miller dives into what she considers one of the biggest gaps in healthcare commercial teams today — and it's not product knowledge, clinical evidence, or competitive differentiation. It's what she calls being "Fluent in Healthcare": understanding how hospitals actually make decisions within the context of CMS policy, reimbursement structures, and federal payment reform. Lisa explains why even highly experienced sales professionals often struggle to connect their solutions to the financial and policy forces that hospital executives are managing every day. She walks through how hospital leaders actually evaluate vendors — starting with financial impact, then reimbursement alignment, then operational impact — and why most vendors begin at the bottom of that stack while executives begin at the top. Lisa breaks down several major CMS initiatives reshaping hospital strategy, including the Transforming Episode Accountability Model (TEAM), the Hospital Readmissions Reduction Program (HRRP), Hospital Value-Based Purchasing (VBP), hospital acquired condition penalties, site neutral payment reform, rural health transformation funding, and price transparency enforcement. She makes the case that understanding these programs is what allows commercial teams to shift from product pitches to strategic conversations that earn executive attention. This episode is a call to action for healthcare sales professionals to develop structured fluency in the economic and regulatory environment that drives hospital decision-making — because in the hospital market, understanding the product is important, but understanding the system is what turns knowledge into strategy. Highlights of this Episode Include: The CMS Strategy Gap: What's missing from most healthcare sales training isn't selling skill — it's structured fluency in how CMS policy shapes hospital budgets, priorities, and purchasing decisions. How Hospital Executives Actually Evaluate Vendors: Financial impact comes first, then reimbursement and policy alignment, then operational impact — product specifications come last. Most vendors start at the bottom; executives start at the top. TEAM Changes the Game: The mandatory Transforming Episode Accountability Model launching in 2026 puts hospitals at financial risk for total cost of care around surgical procedures, fundamentally changing how they evaluate technologies and care coordination tools. Readmissions Are a Board-Level Priority: Under HRRP, hospitals face penalties of up to 3% across all Medicare inpatient payments for excessive readmissions — solutions that improve discharge planning and post-discharge monitoring connect directly to financial performance. Value-Based Purchasing and Quality Metrics: Two percent of Medicare reimbursement is withheld and redistributed based on quality performance — vendors who understand VBP can demonstrate how their solutions influence measurable hospital metrics. From Product Pitch to Strategic Dialogue: When commercial teams understand the policy and economic environment, conversations begin with hospital challenges — not product features — and vendors become part of a strategic discussion about hospital performance. Insight Over Information: Every company can present product data and clinical evidence, but insight connects that information to the problems executives are actively trying to solve — and that's what signals credibility. Read the full article: https://www.selltohospitals.com/p/thought-leadership-for-selling-to Learn more about Lisa at https://lisatmiller.com/about Book an appointment - https://calendly.com/lisa_t_miller/30min LinkedIn - https://www.linkedin.com/in/lisamiller/ Learn about Lisa's Workshops: https://fluentinhealthcare.com/ https://healthcaresalesmasterclass.com/
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    18 m
  • The Invisible Work Behind Executive Healthcare Sales | E.7

    The Invisible Work Behind Executive Healthcare Sales | E.7
    Mar 19 2026
    In episode seven of "Selling to Healthcare," Lisa T. Miller tackles what she believes is the number one reason sellers fail at the executive level — they haven't done the invisible work before they walk into the room. Lisa explores how deep thinking, proximity to the client's actual work, and foundational thought leadership separate the sellers who get a first meeting from those who keep getting called back. She shares her framework for earning executive-level conversations — not through louder pitches or better features, but through developing a perspective that names what's broken and frames solutions in decision language that mirrors how C-Suite leaders actually reason through choices. Lisa walks through her 5-step process for building foundational thought leadership: finding insight before it becomes obvious, naming implications others miss, writing in decision language rather than marketing language, teaching the shift instead of the answer, and ending with directional tension. She also discusses the power of scheduled thinking time, staying embedded in client operations, and reaching out to executives without a pitch. This episode offers a comprehensive playbook for healthcare sales professionals who want to move beyond surface-level value propositions and show up as strategic partners whose thinking makes everything else feel obsolete. Highlights of this Episode Include: Think Deeper, Not Louder: Executives don't buy features — they buy outcomes, consequences, and clarity. The real work happens before you enter the room.Escape Maze Thinking: Stop competing to be 10% better and start showing executives that their current frame is outdated.Stay Close to the Work: Proximity to the client's day-to-day operations builds trust, sharpens intuition, and reveals what doesn't show up in strategy decks.5 Steps to Foundational Thought Leadership: Find insight before it's obvious, name the missed implication, write in decision language, teach the shift, and end with directional tension.Schedule Thinking Time: Carve out distraction-free time weekly to wrestle with hard questions — Lisa's most significant business breakthrough came from a quiet session with a pen and a blank page.Reach Out Without the Pitch: Stay top of mind by offering genuine perspective with no strings attached — executives are starving for someone who thinks about their business without trying to sell them something.Decision Language Over Marketing Language: Frame insights around what changes if taken seriously and what doesn't change if ignored — ask executives to evaluate, not just agree. Read the full articles: https://www.selltohospitals.com/p/think-deeper-before-youre-at-the https://www.selltohospitals.com/p/thought-leadership-for-selling-to Learn more about Lisa at https://lisatmiller.com/about Book an appointment - https://calendly.com/lisa_t_miller/30min LinkedIn - https://www.linkedin.com/in/lisamiller/ Learn about Lisa's Workshops: https://fluentinhealthcare.com/ https://healthcaresalesmasterclass.com/
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    23 m
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