In this episode, Frank Shipp — VP of Sales at Cardinal Health — joins Harry Kendlbacher to explore how healthcare sales teams can drive meaningful change in high-stakes, high-regulation environments.
They dig into:
- How to quantify and communicate the cost of inaction to every stakeholder
- What it takes to earn buy-in from clinical, financial, and executive audiences
- Why traditional sales playbooks often fall short in healthcare
- And how to prepare reps for value-based conversations that actually stick
If you're selling in a complex ecosystem with long cycles and multiple decision-makers, this one’s for you.
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