Selling to Healthcare with Lisa T. Miller

The Best Way In Is Rarely the Front Door | E.30

In episode thirty of "Selling to Healthcare," Lisa T. Miller takes on a problem that quietly drains sales teams without them ever noticing — outreach that goes unanswered

The Purpose of the Meeting Is Not to Pitch | E.29

In episode twenty-nine of "Selling to Healthcare," Lisa T. Miller steps into the room where so many hospital decisions actually get made — the executive meeting itself. L

Three Decisions You Must Win Before the Contract | E.28

In episode twenty-eight of "Selling to Healthcare," Lisa T. Miller opens with a scene every hospital seller has lived through. You get the meeting, the executive is engag

The Core Authority Asset, Built in an Afternoon | E.27

In episode twenty-seven of "Selling to Healthcare," Lisa T. Miller delivers part two of an argument she started a few episodes earlier — that the health systems sellers a

Search Isn't Disappearing. It's Becoming a Conversation | E.26

In episode twenty-six of "Selling to Healthcare," Lisa T. Miller does something different — she opens up the book she's writing right now and walks through chapter one wh

GPOs to Direct Deals: Secrets of How Hospitals Really Buy

Episode Description Most sellers chase one path into hospitals and stall out when it closes. In this episode, Gavin and Lisa map the full set of routes: national GPOs and

9 Stealth Strategies to Get the Meeting, Win Trust, and Close Big Hospital Deals

Episode Description Getting the meeting is the hardest part of hospital sales — not closing it. In this episode, Gavin sits down with Lisa Miller to break down nine pract

The Hospitals You Sell To Are Already Running on AI | E.23

In episode 23 of "Selling to Healthcare," Lisa T. Miller makes good on a promise from the close of her Context Selling episode — that AI is rewriting the deep preparation

Context Selling: The 5 Steps | E.22

In episode twenty-two of "Selling to Healthcare," Lisa T. Miller gets practical about Context Selling — moving past the idea that executives need more information and sho

Context Is Not Information | E.21

In episode twenty-one of "Selling to Healthcare," Lisa T. Miller takes on the moment that comes right after you finally land the meeting you fought for — you're in the ro

The gap is not where most sales leaders think it is | E.20

In episode twenty of "Selling to Healthcare," Lisa T. Miller confronts a pattern she keeps hearing from sellers and sales leaders alike. When she describes the mechanics

7 Hidden Data Sources for Selling Into the Hospital C-Suite | E.18

In this episode, Gavin Lira sits down again with Lisa T. Miller to break down seven free data sources every hospital sales rep should know how to use. Lisa explains how p

C-Suite Access is Earned | E.19

In this episode of "Selling to Healthcare," Lisa T. Miller confronts the single most common frustration she hears every week from sales leaders and reps alike — I can't g

Why Hospital Buyers Decide Before They Ever Meet You | E.17

In episode seventeen of "Selling to Healthcare," Lisa T. Miller tackles the most important shift happening in healthcare sales right now — your hospital buyers are making

The Psychology and Strategy of Executive Buying Decisions | E.16

In episode sixteen of "Selling to Healthcare," Lisa T. Miller takes on one of the most persistent myths in modern B2B sales — the idea that executives can no longer make

Your Map to Winning Deals | E.15

In episode fifteen of "Selling to Healthcare," Lisa T. Miller delivers part four of her fluency series with a bold premise — there is a free, publicly available document

The Language Gap Is Not a Training Problem | E.14

In episode fourteen of "Selling to Healthcare," Lisa T. Miller delivers part two of her fluency series, making the case that the language gap holding back healthcare sale

Why a Marketing Asset Strategy is Your Greatest Competitive Advantage | E.13

In episode thirteen of "Selling to Healthcare," Lisa T. Miller makes the case that marketing — not sales tactics — is the true foundation of selling into hospitals. Drawi

Why companies that sell into hospitals must learn to speak the language of hospital executives | E.12

In episode twelve of "Selling to Healthcare," Lisa T. Miller tackles what she believes is the most fundamental issue facing companies that sell into hospitals — the fluen

The 5 Forces Driving Hospital Decisions You Must Master

Unlock the five secret forces that influence every hospital decision, and use them to transform your healthcare sales game. Whether you're a seasoned rep or new to the in