Sales & Marketing Summit

If you’re a healthcare salesperson, or you lead a sales team, plan now to attend HIDA’s Sales & Marketing Summit, November 6-7, 2024*. Hone your knowledge and skills for success in healthcare sales & marketing’s quickly-evolving world.

Advance Your Sales Skills & Strategy

Communicate & Engage More Effectively With Customers

Prepare Yourself (And, For Leaders, Your Team) For Tomorrow’s Customer Challenges

Who Attends

Join healthcare sales and marketing professionals such as:

Sales reps
Sales managers
National accounts executives
Customer service professionals
Marketing leaders

From companies including:

Healthcare Distributors
Manufacturers
GPOs
Software & Technology Providers

*Interested, but have a conflict? Registration includes full access to the session recordings through December 31, 2024.

AMS-accredited salespeople: Earn all your required continuing education points for the year by attending this conference!

For year-round healthcare sales training opportunities, visit HIDA’s Accredited in Medical Sales website.

Agenda

Wed | Thurs

All sessions are listed in Eastern Time. Time and topics subject to change.

Wednesday, November 6, 2024

1:00 – 1:30pm ET

How To Get More Meetings By NOT Sounding Like A Salesperson

Tired of being seen as just another salesperson? Learn how to transform your pitch into a compelling value proposition. Sales expert Tom Stanfill will share proven strategies to book more meetings, leave impactful voicemails, and close calls without sounding salesy. Discover the secrets to driving customer action and building lasting relationships.

Tom Stanfill
Partner/Co-Founder
ASLAN Training

1:45 – 2:15pm ET

Five Tips For Selling To The Health System C-Suite

Discover the top challenges and priorities facing health system C-suite executives in 2024. You’ll gain actionable insights on how to position your products or services to deliver exceptional value, build strong partnerships, and align with health systems goals. Walk away with five proven strategies to elevate your sales approach and drive growth.

Ingrid Lund, PhD
Independent Healthcare Strategy Consultant & Former Executive Director
The Health Management Academy

2:30 – 3:00pm ET

AI Tools For The Healthcare Sales Team

Learn to leverage AI for deeper healthcare customer insights, craft compelling content, and tailor persuasive pitches. This session will explore practical applications of AI tools like ChatGPT, demonstrating how to enhance your sales strategy and increase customer centricity. Walk away with actionable tips and a live ChatGPT demo.

Tom Schwieterman, MD
Chief Medical Officer & Vice President of Clinical Affairs
Midmark Corporation

3:15 – 4:00pm ET

ShareGroup Breakouts
Join live, peer-to-peer discussions on healthcare sales and marketing’s biggest topics. This is a great opportunity to learn from your colleagues in healthcare distribution and manufacturing. A guest expert and HIDA staff leads each group, posing questions to spur conversation and dialogue. Attendees are requested to be on camera and actively participate in the conversation.

Which AI Tools Do You Find Most Useful?

Tom Schwieterman, MD
Chief Medical Officer & Vice President of Clinical Affairs
Midmark Corporation

How Do You Sell To Different Personality Types?

Callie Barthel
Director, Associates Program
HIDA

4:15 – 4:45pm ET

Fireside Chat: Lessons From The Industry’s Best
Panel Discussion

Join us for a cross-generational panel discussion featuring experienced healthcare sales experts who will share insights on building trust and credibility, and how they became a trusted advisor for their healthcare customers. They’ll talk about everything from the best ways to open a call and best way to overcome objections.

Janis Dezso
Principal Owner
j.Dez Strategies, Inc.

Paul Kesig
Author
How to Love Sales: A Framework to Build Confidence and Success

Rachel Lloyd
Director, Business Development, Products & Healthcare Services
Owens & Minor

Thursday, November 7, 2024

1:00 – 1:30pm ET

Your Buyers Are Changing – How Can You Keep Up?

Several key trends in buyer behavior have been slowly disrupting the market for distributors over the last few years. These changes present a real opportunity to redefine how health industry distribution leaders think about their buyers and how to service them effectively. In this session, John Nantz will introduce attendees to five key trends in buyer behavior and how your organization can respond effectively and make the most of these trends.

John A. Nantz
Partner
Redwood Advisors

1:45 – 2:15pm ET

How To Work With A GPO Rep To Grow Business

A GPO partner can be an invaluable resource to help you get in the door with your customers and land more business. Join this informative session on how to effectively collaborate with your GPO counterpart to identify growth opportunities, navigate provider-GPO relationships, maximize contract value, and increase wallet share.

Maria Hames
Partner
Healthcare Links

2:30 – 3:15pm ET

ShareGroup Breakouts

What Are Powerful Open-Ended Questions To Master The Art Of Inquiry And Drive Customer Success?

Paul Kesig
Author
How to Love Sales: A Framework to Build Confidence and Success

What Technologies & Platforms Are You Leveraging To Reach Your Healthcare Customer Audience?

Justin Knott
CEO
Intrepy Healthcare Marketing

3:30 – 4:00pm ET

Tips For High-Impact Joint Customer Calls

Join us for an insightful discussion on how to collaborate with your manufacturer and distributor counterparts in order to close the sale. Our expert panelists will share their proven strategies for effective preparation and planning for productive joint calls and post-call action steps.

Dave Chandre
Sr. Director, Strategic Accounts & Medical Supplies
MXR Imaging

Ryan Hahn
Territory Portfolio Manager
Midmark Corporation

Eric McNamara
Director of Sales, Northeast Region
CME Corp.

Moderator: Scott Adams
Publisher
Repertoire Magazine

4:15 – 4:45pm ET

Using Buyer Personas To Align Sales And Marketing

Discover how buyer personas are crucial to capturing customer insights that empower your sales team to communicate vital information to marketing. Knowing the unique needs, preferences, and pain points of your target audiences enables marketing to craft tailored messages and strategies, boosting lead engagement and conversion. Tune in to this session to learn the essential data points you should be documenting about your customers and how creating buyer personas can lead to increased sales and improved customer satisfaction.

Susan Merlo
Owner
The Digital Distributor

The Health Industry Distributors Association (HIDA) is committed to a respectful and safe experience for all participants, regardless of race, ethnicity, color, national origin, sex, sexual orientation, gender identity, age, religion, disability, and any other characteristic protected by applicable federal, state or local laws. HIDA does not tolerate discrimination, intolerance, harassment, or aggression at any HIDA event, either in person or via electronic communications. Any discriminatory, harassing, inappropriate, or aggressive behavior should be reported to an employee of HIDA or to the event staff immediately. Anyone engaged in inappropriate behavior is subject to removal from the event at HIDA’s discretion.

Distributor Contact:

Sarah Stensrud
Director, Membership
703-838-6104
stensrud@hida.org

Manufacturer & AMS License Contact:

Callie Barthel
Director, Associates Program
703-838-6116
barthel@hida.org

Education & Sales Training Contact:

Rosemarie Bundoc
Senior Manager, Virtual & Continuing Education
703-838-6112
bundoc@hida.org

“I learned so much from the Sales and Marketing Summit. The speakers’ experience and knowledge in their respective fields really came through in their presentations and kept me engaged throughout the program. Thank you to the HIDA team for hosting this conference!”

Nasha Khan, AMS, Strategic Marketing Specialist, Henry Schein Inc.