In this conversation, Amie Teske and Dick Flanigan discuss the complexities and challenges of selling in the health IT industry. They explore the evolution of health IT, the importance of relationships, and the current job market challenges. Dick shares insights on navigating the sales process, the significance of perseverance, and the value of building deep, meaningful relationships in healthcare sales. The conversation emphasizes the noble nature of sales in healthcare and the need for innovative solutions to improve patient care.

In this episode, Amie interviews Jen Vaught about the process of mergers and acquisitions (M&A) in the healthcare industry. They discuss the challenges and considerations health organizations face during M&A, as well as the integration of technology and systems post-M&A. Jen emphasizes the importance of understanding the organization's strategic goals and priorities, along with the need for flexibility and strong vendor relationships. They also highlight the significance of contracts, the potential impact on technology integration, and the role of organizational culture in M&A. Jen offers valuable advice for sales professionals in the healthcare IT industry.

In this episode, Amie interviews Mike Silverstein, a top healthcare IT recruiter, discussing the changing landscape of health IT sales recruitment. They delve into industry challenges like market consolidation and the increasing emphasis on data-driven decision-making. The episode explores essential skills and qualities for sales professionals in health tech, highlighting the need to be business-savvy and adept at navigating the healthcare ecosystem. They address the balance between data-focused sales and relationship building, and discuss managing sales teams, emphasizing coaching, the use of technology, and the effects of remote work. The conversation concludes on the importance of a strong professional network and ongoing professional development.

Dr. Greg Ator, discusses his journey and role in the Health IT industry. He shares his personal experience with the need for technology in healthcare and his transition from being a physician to a chief medical information officer (CMIO). Dr. Ator discusses the evolving role of sales professionals in the health IT space. He also highlights the opportunities and challenges of working with startups in the industry. The conversation provides not-to-miss insights for Health IT sales professionals and sales leaders looking to refine their expertise and up their game.

Jason Glebe is an Echelon Award winner! A coveted award that highlights the best-of-the-best in Health IT Sales as proclaimed by a Health Leader. Jason tells his story and how he found success in this dynamic industry of high expectations.

In this conversation, Jason Glebe discusses the importance of building strong relationships in health IT sales. He shares his background and career in the industry, emphasizing the value of understanding customer expectations. The significance of referrals in pipeline generation is also highlighted. Jason then transitions to sales leadership and discusses the challenges and pressures faced in this role. The conversation concludes with a discussion on selling in the ambulatory health IT market and the importance of modern-day prospecting.

Angela Rivera is an Echelon Award recipient! A coveted award that highlights the best-of-the-best in Health IT Sales as proclaimed by a Health Leader. Angela tells her story and how she excelled in this dynamic industry of high expectations.

In this conversation, Angela emphasizes the importance of building relationships and being an advocate for clients. Angela highlights the value of personalization and active listening in sales, regardless of whether one is selling services or software. She also discusses the challenges of building connections in a virtual environment and offers tips for success. Angela shares her personal values of family, security, and loyalty, which have guided her career. She emphasizes the need for discipline and resilience in managing long sales cycles and planning for success and failure.

In this conversation, Lee Milligan, MD, CHCIO, discusses the importance of conversation and communication in the health IT sales industry. He emphasizes the need for sales professionals to listen and understand the specific needs of each health system. Lee also shares his experiences with sales professionals who have exceeded his expectations and made a positive impact on his organization. Additionally, he provides insights into the decision-making process in health systems and the importance of building strong relationships.

A sneak peek at what's ahead...