Yesterday’s physician-centric, product-first sales model is quickly giving way to a more complex multi-stakeholder, solution-oriented approach.
Making this transition isn’t easy. It requires an organization-wide commitment to rethinking six commercial competencies necessary for building trusted, durable customer relationships.
Through our Sales Transformation Support Initiative, The Advisory Board Company is creating a suite of insight-driven reports and usable tools designed to guide our members’ commercial decisions and elevate relationships with highly-valued health system customers.
Member input welcome
If you have suggestions for additional research or tools addressing one or more of the six commercial competencies outlined below, please let us know.
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