Hi, I’m Brad Ansley, Director of SPI Health, Sales Performance International’s dedicated life sciences practice. We’ve worked with many of the world’s leading pharmaceutical, medical device, and medtech companies to optimize their sales performance. We’ve found that one of the challenges companies face is the inability to leverage clinical data in a consultative conversation with […]
The Life Sciences industry is a pillar of public health, but today’s physicians want a sales representative who can prove it . Healthcare providers increasingly demand that reps from pharmaceutical,…
Changes in government healthcare policies are having a profound impact on how healthcare products, services, and solutions are being bought. Reimbursements to healthcare providers are increasingly based on the value or outcome of their care and not the volume of care. This leads them to favor treatments that either decrease costs, improve patient outcomes, or […]
In a decision that will be talked about for years to come, The Supreme Court decided to uphold the Affordable Care Act legislation. No doubt the political discussions will intensify leading up to the elections this fall, but these discussions will be focused predominantly on affects the legislation imparts on the average American; but what about the effects on the Life Sciences industry? Alongside the political chatter, there are many non-political impacts of the law to businesses. So what are some of these implications? How will this decision impact Life Sciences companies and their sales organizations?
It’s no secret that the selling environment in the Life Sciences industry has changed and continues to evolve. As regulatory and physician reimbursement changes take hold there is a fundamental shift in the business paradigm for healthcare providers. Sales Performance International has created a sales training program that blends the key aspects of Evidence-Based Medicine with Solution Selling. We call this new approach Evidence-Based Solution Selling – you can learn more about it here…