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Value-Based Selling: Moving from Features and Benefits to Value

PR Contact:

Ernesto Nogueira (Founder and Managing Director, ValueConnected)

Location: Tech Theater, Booth 637

Date: Thursday, February 8

Time: 11:30am - 12:15pm

Pass Type: Expo (Free), Conference (Paid) - Get your pass now!

Free Content & Activities: Tech Theater

Vault Recording: Video

Medical Technology is the most innovative industry in the world; in fact, there is one new patent issued every 50 minutes. Such a high rate of innovation highlights the main challenge for manufacturers and distributors: there is simply not sufficient funds to cover all medical devices and products in the market. So what can medical technology companies do to ensure their products are reaching patients? Attention: this is NOT a technical session, as you will learn how to incorporate strategic and tactical aspects from payers and providers into product development and sales.

  • What is Value and how to quantify it?
  • When to start thinking about Value in the product development process?
  • “Doctors love my product, but I still cannot sell it” - an evolving balance of power
  • Do I need Reimbursement? What are the risks?
  • “Your product is too expensive”: fact or misperception?
  • Case example: from “easy-to-use” to “cost-saving”
  • Practical recommendations for Value-Based Sales