Getting A Foot in the Door and Earning a Seat at the Table: Best Strategies for Selling to New Decision Makers

October 19, 2017

Alister Barrow, MHA

Chief Executive Officer

Robert DeVol

Director, Healthcare Innovator's Collaborative

Tony Ybarra

Senior Vice President

09:20  -  10:05
Four Seasons

This panel will discuss the challenges of selling into and working with new decision makers within IDNs/ACOs and other health systems and strategies for success based on past experiences.

Learning Objectives:

  1. Differentiate how buying decisions are made based on various types of health systems and the unique challenges of selling to each.
  2. Determine how to identify key influencers and decision makers for purchasing decisions.
  3. Define methods to achieve success by developing sales strategies to meet the changing needs of customers.