By Carrol Van Stone
Regulation and reimbursements are the most common pain points for healthcare organizations, which means they are continually open to discovering new solutions and revamping their purchasing programs.
That is why I sat down with Tom Dunn, CEO of FRONTLINE Selling, a leading SaaS cloud-based platform helping B2B sales teams across all industries, including healthcare, reach decision-makers faster, create more high-quality appointments, and consistently hit quota.
He has over 20 years’ experience building healthcare sales teams, consistently achieving remarkable revenue growth and helping organizations operate more efficiently. Below are highlights from our conversation.
Why do B2B healthcare sales take so long? These are long sales cycles because the people who do the buying are rarely the people who do the using. And, unlike other industries which are set up for execs to budget and buy as soon as they have the need, the healthcare industry has a long and complicated procurement process with multiple checkpoints of committees, regulations, and complex decision processes. For example, a hospital may be the actual buyer, but will seek input, nods, even approvals from doctors who aren’t employees, but will utilize the purchase. [Read more…]