How can real-time data help improve health equity and population health?

We've talked about the social determinants of health before. We've also covered using data to improve healthcare policy and decision-making. But, where do those two things intersect? How can data be used to improve health equity across populations, geographies, and other factors? This week, I sit down with Perfecto Sanchez from EquityQuotient, a dynamic health equity data and insights platform.

What we cover in this Episode:

-The social determinants of health
-Using data to improve healthcare decision-making
-Challenges in aggregating data to make the most informed decisions
-Understanding the value proposition of data in healthcare and decision-making
-The importance of training AI models with representative data to make recommendations effective and accurate
-Achieving Better Outcomes by using healthcare data to improve health equity

Learn More: https://rehabupracticesolutions.com
Podcast: https://www.betteroutcomes.show
Get the Book: https://amzn.to/3M2UZ6x
Book a call with me: https://calendly.com/rehabu/discovery
Connect with Me: https://www.rafisalazar.com

Are you making this mistake in healthcare sales?

You're doing healthcare sales wrong. At least, a lot of people are making the same mistake in sales calls or demos. I talk to a lot of healthcare startups and tech companies who are trying to drive sales and awareness. But they're going about it all wrong.

They're not doing anything crazy, like spamming people in the LinedIn Message Inbox (cause that's just annoying, am I right?) But, they're messing things up when they get into a discovery or demo call. They spend most, if not all, of the time with a prospective prospect "presenting" them with all of the value add, features, benefits, etc. But they glance over the MOST IMPORTANT part of these initial conversations: understanding the prospective customer's situation, context, and value-drivers..

Many healthcare sales folks spend too much time trying to "convince" a prospect that their solution will solve their problems. But they never actually take the time to understand what problem the prospective customer actually wants to solve. All sales, including healthcare sales, need to first start with a simple conversation.

And that conversation has 2 goals:

1) Understanding the prospect's situation & the nature of the problem they are seeking to solve
2) Determining whether there's a good fit between your solution and their problem; and whether that fit warrants moving to the next step

Sometimes, the answer is "no", and that's fine; but it's not fine to waste too much time getting to that ultimate conclusion. The goal in any initial demo or discovery conversation is to understand whether or not you should even continue the conversation. The faster you answer that question, the more efficient your sales process becomes. So stop presenting or trying to bombard prospects with your solution's benefits or features, and spend more time trying to actually understand the prospect's situation. Then see if there's a fit between that situation/problem and your solution.

What we cover in this Episode:

-The importance of positioning on lead generation
-Understanding the role that specific value plays in a healthcare sales conversation
-Driving sales with conversations
-How to craft a value proposition for your healthcare business
-Understanding the barriers to adoption of healthcare solutions
-Aligning business models and incentives in the healthcare sales process
-Achieving Better Outcomes by replacing demo presentations with value conversations

Learn More: https://rehabupracticesolutions.com
Podcast: https://www.betteroutcomes.show
Get the Book: https://amzn.to/3M2UZ6x
Book a call with me: https://calendly.com/rehabu/discovery
Connect with Me: https://www.rafisalazar.com

How do discover and communicate Value in Healthcare Technology?

In my work helping healthcare technology companies developing positioning strategies, the topic of value and return on investment for the buyer plays a major role. An effective positioning strategy involves answering the question "value to whom?". The challenge in that effort revolves around actually being able to define, describe, and communicate those value drivers. To effectively communicate value in healthcare technology, you must first uncover the specific value drivers your product or service addresses.

So, this week, I sit down with Craig Solid from the Solid Research Group to discuss uncovering value in healthcare technology. Craig has been on the show before to discuss Return on Investment Studies and Value in Healthcare. This week, he's back to discuss value in healthcare technology.

What we cover in this Episode:

-Understanding the targeted buyer in a healthcare technology buying decision
-Creating digital (or in-person) communities for healthcare providers
-Using content and knowledge translation to start a healthcare business that doesn't require patient care
-How to craft a value proposition for your healthcare business
-Leveraging technology to start & scale a business that leverages your clinical skills
-Achieving Better Outcomes by taking control of your healthcare career through business ownership

Learn More: https://rehabupracticesolutions.com
Podcast: https://www.betteroutcomes.show
Get the Book: https://amzn.to/3M2UZ6x
Book a call with me: https://calendly.com/rehabu/discovery
Connect with Me: https://www.rafisalazar.com

Full Show Notes: https://rehabupracticesolutions.com/better-outcomes-131