Скачать или смотреть Episode 22: Portfolio Selling in Healthcare: When One Contract Isn't Enough

Ready to take your GPO and IDN relationships to the next level? In this deep-dive conversation, healthcare strategic accounts expert Wes Scruggs shares advanced strategies for managing multiple contracts across complex healthcare organizations.

What You'll Learn:
Portfolio Management Strategies
• Why GPOs resist portfolio bundling and how to overcome it
• The annual business review strategy that gets leadership attention
• How to position multiple contract managers for success
Advanced Relationship Building
• The "offensive lineman" approach to corporate accounts
• Making your contacts the star to build long-term partnerships
• Navigating complex overlapping GPO relationships
Contract Launch Execution
• Creating targeted launch packets that actually get used
• The 4 key conversation points for every IDN discussion
• Managing the 80/20 rule of contract success
Market Navigation
• Handling consolidations with 180-day bridge strategies
• When to invest in corporate accounts vs field reps
• Building strategic relationships that survive organizational changes
Key Insights:
• Corporate account ROI timeline: 12-18 months (vs 3-6 months for field reps)
• The critical difference between clinical conversations and supply chain discussions
• Why asking the right questions and transparency drive 70-90% success rates
Perfect for: Healthcare sales leaders, strategic account managers, GPO professionals, and medical device executives looking to scale their contract portfolio effectively.
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About Wes Scruggs: Healthcare strategic accounts veteran with extensive experience in GPO and IDN relationship management.

Tuesday Talks with Toomey features industry experts sharing practical strategies for healthcare sales and strategic account management.
#HealthcareSales #GPO #IDN #StrategicAccounts #MedicalDevice