Selling to Executives in the Health Care Industry


Steve bistritz color
Co-Author of Selling to the C-Suite - 2nd Edition
Webinar Recording Details
  • Date and Time
    Tue, Nov 19, 2019 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


Selling to C-Suite executives in the healthcare industry is no different than selling to C-Suite executives in other industries - it’s still just as important that you’re calling on the relevant executive for your sales opportunity.  The first thing salespeople need to do is “sit on the other side of the desk” and view their sales opportunity from the perspective of the health care executive.

To start, think about the day-to-day complexities that C-Suite executives in the healthcare industry are continually dealing with.  Then look to how you, your company and your solutions can deliver value to that senior executive.  Armed with that information, you’ve taken a great first step in preparing for that initial call on the executive!

In this webinar, you’ll learn how to…
  • Identify and align with the relevant executive for your sales opportunity in the health care organization
  • Perform the appropriate discovery prior to the initial approach to the executive
  • Circumvent the inevitable roadblocks, using proven techniques
  • Establish credibility with C-Suite executives, thereby obtaining continued access to them

This webinar will also explore what else senior executives told us about their relationships with professional salespeople, including how salespeople should align with the relevant executive to win those critical key deals.

Many of the concepts and models discussed in the webinar were extracted from the 2nd edition of the best-selling sales book, Selling to the C-Suite, and those same concepts have already been field-tested with a sales training workshop that was developed several years in advance of the book.

Intended Audience
Business-to-business salespeople, strategic account managers, sales managers and sales executives seeking to increase sales revenues and shorten the sales cycles

About Stephen J. Bistritz, Ed.D.

Dr. Steve Bistritz has more than 40 years of high-tech sales, sales management and training management experience. He is a published author and lecturer in the field of sales, sales management and selling to executives. Steve spent more than 27 years with IBM in sales and training-related positions. He then worked for a sales training company where he led the development of sales training programs which were delivered to tens of thousands of salespeople worldwide.
Steve holds a doctorate in human resource development from Vanderbilt University and is currently president of his own sales training and consulting firm, based in Atlanta. Visit his website at


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