Despite having a strong product line, sales were not reaching their true potential. It was challenging for the client’s sales team effectively reach key hospital decision-makers to drive sales.
Diagnosis
The sales team had challenges articulating product benefits in an effective manner to key administrative decision-makers. Due to the unique properties of this product, its appropriate use could affect key hospital metrics (i.e. readmission and hospital acquired infections rates). A different strategic sales approach was needed.
