Healthcare Value Institute Selling: Winning Strategies to Sell and Defend in the New Market

I really enjoyed this book. With all of the change (health care reform, VACs, economic buyers), selling to hospitals is getting tougher. The author gives an inside view of why and how hospital buying is changing and what it means for sales. He then moves on to how to deal with all of this change with practical "How-tos" and tools. Understanding value analysis committees, quantifying your value, dealing with strategic sourcing games, and leveraging switching costs are but a few of the topics I found helpful. It's practical, well written and loaded with tools and tactics specific to healthcare. It's an easy read, but has great material that makes it a handy reference. This book will help any sales manager or salesperson learn how to think more clearly about value and how to deal with the changing buyer.

This book is incredibly helpful & detailed. I have been in device sales for 9 years and there are great tips & tricks for adding value under new ACA rules & delivering greater levels of customer value by understanding each hospital or VAT committee’s objectives.

The most comprehensive and useful book on this topic

Delivery right on time. Good book

Very useful book