Greater price pressure, increased regulations, shifting consumer demands, heightened scrutiny, changing payer and delivery systems, new reimbursement models, technology advancements…  if you’re selling in this environment, it’s a good bet that you’re dealing with a new, broader coalition of stakeholders.  And, along with that new coalition, new decision-making protocols and priorities.

These changes require a fundamental shift in the way sales reps interact with customers and collaborate with their teams.

This article outlines the essential elements needed to sell in this new environment.