May 27, 2021 – From the Access Strategy Partners Inc blog:
As the nation emerges from the global pandemic and life returns to a “new” normal, many companies need to ask themselves if their current sales model can survive COVID-19. American healthcare trends are shaping up to look like new sales models will be the key to success in 2022 and beyond.
Having detailed knowledge and understanding about a customer is more important than ever. While the old model of having a national accounts contract with a national GPO may still work, product and service recognition is still critical in the market. The question becomes how to drive that in a fashion that works best for both the buyer and the seller.
Here are some trends that suggest that reaching the healthcare customer of the future is going to be tougher—no matter how many “feet on the street” a company has…