SPI INSIGHT: Taking the Pulse of Big Changes in Healthcare Sales

To align with today’s buyers, life sciences salespeople must be able to solve problems and position the value of solutions in terms of cost management and outcome improvement. How sales reps gain access, how they prepare for a call, how they manage the complexity of the buying process, and how they continue to demonstrate value and look for growth opportunities inside the account are all changing. The life sciences sales role will start to look more like what we see today in the technology industry – a more complex sales environment.

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