1. 5 Reasons to Attend
Winning with the New
Healthcare Buyer: Selling
Strategies to Defend Your
Value

2. "Healthcare suppliers and their sales teams face a
significant threat. Hospital purchasing decisions are
now being made by data-driven committees,
sophisticated purchasing managers, and cost-driven
administrators."
1. New Hospital Buying Landscape

3. “The hospital supply chain is growing
into a more powerful force and is
deploying tactics to gain
unprecedented discounts and bring
clearer transparency to value.”
2. More Emphasis on Value in
Hospital Purchasing

4. Chris Provines will share insights from his
upcoming book, Healthcare Value Selling:
Winning Strategies to Sell and Defend Value in
the New Market as well as other works on value
selling, and provide proven value-based
strategies that will help healthcare suppliers
improve sales and marketing communications
along with increasing sales and revenue.
3. Learn Proven Strategies
to Defend Value

5. • Identify what buyers care about and what you have
to offer each buyer
• Quantify your value and connect it to your
customer’s business model
• Align your value selling to your customer’s buying
behavior and cycle
• Defend the value of your product against buyer
objections
• Leverage value to navigate procurement and
buying committees
4. Get a Roadmap to Defend Value

6. Christopher Provines has over twenty-four years of
global experience. He began his career in hospital
finance and reimbursement. After graduate school, he
joined Johnson & Johnson and later moved to
Siemens Healthcare. His roles have included vice-
president-level positions at both companies.
He is a world-leading thought leader in selling,
defending, and capturing value. He is an adviser to
many of the world’s leading companies.
5. The Speaker: Chris Provines

7. Don’t miss out register today
Winning with the New Healthcare Buyer:
Selling Strategies to Defend Your Value
Wednesday, March 19
1:00 PM EST | 12:00 PM CST | 10:00 AM PST | 6:00 PM CET
Register Now