Customer-Focused Training for Value-Based Selling

As relationship selling is becoming less and less effective in the value-based environment, sales teams need to understand their customers’ goals and how to confidently present cost, quality, and other outcomes data. This 60-minute session will outline how you can elevate your training programs to create more engaged and effective sales teams who can position your products and services for optimal advantage.

To help trainers understand the customer perspective, a health system supply chain executive will provide insights on how IDNs’ purchasing strategies are changing and offer real-life strategies for ensuring more meaningful partnerships.

At the end of the session, attendees will receive an assessment tool that they can use to determine if their training content reflects customers’ focus on value.

  • Date:Tuesday, June 4
  • Time:2:00 PM - 3:00 PM
  • Room:Grapevine 1
  • Location:Grapevine 1
  • Session Type:Interactive Discussion
  • Submitter Name: Garrett, Carrie
  • Submission Date (CST): 09/01/2019 11:59
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 60 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: Interactive Q&A with a supply chain leader; small group activity around real-world implications of value-based selling
  • Learning Objective 1: Define the concepts of value-based selling and customer-focused training.
  • Learning Objective 2: Understand the implications of value-based selling on your training curricula for each customer-facing role.
  • Learning Objective 3: Identify how to align your training curricula to each step of the value-based selling process.
  • What is the topic your workshop will cover and how is it relevant to the industry?: We will detail the most important changes that trainers should make to their curricula to prepare their teams for value-based selling.
Michelle O'Connor
CMR Institute
Troy Prehar
Eimear Kivlighn