Medical products and device companies are coming to the understanding of many other B2B organizations—not only does value-based selling improve performance, but has become a necessity. As medical product differentiation shrinks and provider budgets tighten, buyers are increasingly focused on economics, not just clinical benefits.
A new study sponsored by ZS, “Value-Based Selling: Achieving Sales Success in the Medical Device, Equipment and Diagnostics Industry,” shows medical products companies that implement a value-based selling approach have larger deal sizes, greater customer retention and greater growth in top-line revenue than companies that don’t use value-based selling.
Marshall Solem, Managing Principal
How to Make Value-Based Selling a Competitive Advantage for Medical Products Companies
Case Study: Building Value-Based Selling Into Medical Products Sales and Marketing
ZS Managing Principal Marshall Solem talks about the study, and how the findings validate the need for medical products companies to embrace value-based selling approaches sooner rather than later.
Download the ZS interview with Marshall Solem
The findings from this ZS-sponsored Aberdeen study show that top-performing companies have implemented value-based selling practices, and companies that are not demonstrating the economic value of their products are falling behind.