Marketing to Physicians: Increase Sales Success Through Measurement and Tracking
Product Description:
Webcast on CD or On-Demand
Presented on July 22, 2010
Create an integrated physician relations team and show a positive ROI
Developing a strong physician sales program means integrating sales and marketing efforts focused on using market data to plan targeted and successful referral campaigns.
During this 90 minute webcast, including case study examples and Q&A, physician sales expert Kriss Barlow and two top professionals from the field tell you how to create a strong results-driven team and prove a positive ROI.
At the conclusion of this webcast, participants will be able to:
- Use data to show how your team’s interactions impact referrals
- Gauge success and forecast future results
- Use market data to strategically target practices
- Measure the overall performance of your sales team
- Demonstrate the referral impact of your initiatives on your system
- Get buy-in from department leaders and create relationships between marketing and internal teams throughout your organization
PROGRAM AGENDA
- Overcoming the greatest measurement challenges
- 5 fundamental messages
- Creating a results-driven physician sales team
- Case study: Shifting teams to more focused field efforts
- Acting on referral data to improve future efforts
- Proven model for ROI and demonstrated outcomes
- Integrating sales efforts with marketing
- Case study: Measures of impact in the radiology world
- Acting on referral data to improve future efforts
- Proven model for ROI and demonstrated outcomes
- Next steps in developing of your sales and measurement model
- Building credit
- Forecasting for growth and ROI
- How to report growth to leaders
- Q&A
SPEAKERS INCLUDE
Kriss Barlow, Principal, Barlow/McCarthy, a consulting group focused on hospital-physician solutions. Barlow's entire professional career has been in healthcare, with the last 13 years spent supporting clients in physician relations, retention and sales, physician recruitment, and medical staff development. Her passion is growth strategy and working with teams to enhance medical staff relationships and referrals. She is a nationally recognized healthcare speaker and author of the HealthLeaders Media book, A Marketer's Guide to Physician Relations.
Stephanie Boreale, Director of Professional Relations, Radiology Ltd., Tuscon, AZ
Radiology Ltd is one of the largest physician-owned group practices in the Western United States. The PR Department is responsible for all media, public and professional relations. This includes two websites (English and Spanish), all advertising, all marketing, and all of the provider/physician relations for the more than 3,500 referring doctors throughout southern Arizona.
WellStar is a non-profit health system located in metro Atlanta with five hospitals and over 11,000 employees. The program was formed in 2008 under Hammond’s direction and consists of a fourteen member Physician Relations team. Hammond has an extensive background in healthcare which encompasses physician recruitment, physician retention, practice acquisition, and business development.
WHO SHOULD ATTEND
Physician Sales Department Managers, Director of Marketing, Healthcare Marketing Consultants, Physician Relations Representatives, and Hospital Leaders
New Purchase Option–– WEBCAST ON–DEMAND
In addition to the regular CD purchase option for HealthLeaders Media webcasts, we are pleased to offer a new option: webcast on–demand. When you purchase a webcast on–demand you will be able to view the program anywhere and anytime by logging into your account on www.HealthLeadersMedia.com. It's also a perfect training tool for new staff or as a refresher for veteran staff.
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