Simona shares how consultative selling, customer centricity, and disciplined stakeholder management must work together to drive real sales performance in complex healthcare and medical device sales environments. She reflects on what disciplined sales leadership truly requires across Europe, the Middle East, and Africa.
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⏱️ Timestamps
00:00 – Why outcome-based selling matters in healthcare sales
03:45 – When expertise kills momentum in medical device sales
09:10 – The danger of skipping sales discovery questions
15:00 – Confidence in selling: handling price & budget conversations
22:40 – Sales leadership, stakeholder management & scaling performance
29:30 – The future of sales: transformation in healthcare
You’ll learn:
– How to use outcome-based selling without losing relationship selling
– Why sales discovery questions often get skipped (and what it costs)
– How confidence in selling changes difficult budget conversations
– What modern sales leadership looks like in healthcare sales
– Why the future of sales requires both empathy and commercial control
💡 Key Takeaways
- Expertise builds trust - but without commercial intent, it slows momentum.
- Outcome-based selling keeps conversations anchored to impact, not features.
- Sales discovery questions are simple - yet often avoided.
- Confidence in selling is less about dominance and more about clarity.
- The future of sales in healthcare demands transformation, not just innovation.
👤 About the Guest
Simona Grandits is VP EMEA at QIAGEN, leading commercial operations across Europe, the Middle East, and Africa in the healthcare and life sciences space. She specializes in building high-performing medical device sales teams that balance scientific expertise with commercial discipline.
Simona was recently selected as one of the EU Women Leaders 2026 - a highly competitive initiative recognizing 20 outstanding women across Europe from over 1,500 applicants across public and private sectors. This recognition reflects not only Simona’s commercial leadership in healthcare sales, but her growing influence in shaping the future of European board and executive leadership.
Connect with Simona Grandits on LinkedIn:
https://www.linkedin.com/in/simona-grandits-global-leader-emea-diagnostics-pharma-managing-director/
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