Problems We Solve

We have nearly 30 years of experience in helping organizations overcome change, challenge, and disruption to sustain and improve sales performance. We will help you identify where you are today and where you need to go, and then help you transform faster and with less risk than if you were on your own.

Key Challenges for Healthcare Sales Organizations

We help healthcare sales and marketing leaders solve critical sales challenges that are prevalent in today's dynamic healthcare market.

  • Misaligned Sales Competencies

    The changes in the healthcare market have forced changes to the business and practice models of those who make buying decisions. The result is a misalignment of sales competencies needed to be successful in today’s market place.

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  • Difficulty Positioning Value

    Representatives struggle to communicate the value of solutions that their organization’s product could deliver to stakeholders. They continue to emphasize efficacy or mechanism of action, rather than how the product will provide value by solving specific clinical problems.

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  • Differentiating Solutions

    SPI owns the official Solution Selling® methodology, and we have over a quarter-century of experience helping organizations differentiate their solutions by making the transition from product selling to true, high-value solution selling.

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  • Lack of Consultative Selling Skills

    Today’s successful sales organizations focus on integrating a consultative dialogue framework that encourages a collaborative discussion between the sales representative and the healthcare provider.

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  • Inability to Leverage Clinical Data

    Research shows that Evidence-Based Medicine holds the strongest customer buying influence, and over 90% of physicians want reps to make more use of clinical studies and EBM in their conversations with sales representatives.

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  • Ineffective Launch Capabilities

    With the right focus on effective process, methods, skills ,and management, accelerating a new product launch and maximizing initial success in the market is possible. We can help to ensure that the sales trajectory of a new offering meets or exceeds desired targets.

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  • Difficulty Accessing Decision-Makers

    A complex sale requires another level of process to guide reps through identifying stakeholders, assessing their power and influence, gaining access to power, and understanding the political environment.

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  • Data-driven Approach Decreases Time to Results

    According to CSO Insights, 69% of reps take 7+ months to ramp-up. Leveraging talent analytics can increase sales productivity 20% – 30% and significantly decreased time to results.

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