4 Key Dynamics of the Healthcare B2B Buying Process

4 Key Dynamics of the Healthcare B2B Buying Process

Traditional business development lore holds that the key to deal closure starts with getting in the door – ideally with a referral, and then presenting a compelling value proposition. Most experienced business development experts also understand that having a sufficient relationship with the buyer to establish both trust and likability are very important. Buying decisions

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8 Steps to Practical and Actionable Healthcare Marketing

8 Steps to Practical and Actionable Healthcare Marketing

I’m always amused when a client asks us to devise a shortcut approach to accelerating their growth. And mature institutional clients (such as health plans, integrated delivery systems, etc.) request this magic as often as the smaller, more entrepreneurial companies. We hear the same misguided request from large and small software, population management, occupational health,

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