Adopting an Outcomes-Based Sales Approach

As U.S. healthcare moves away from fee-for-service models and more towards an outcomes-based care model, HME providers will have to change their sales strategies.

We’ve all heard of outcomes-based and value-based care and how that trend is impacting provider care and business operations for HME providers, but what about sales? How do providers win over key referral partner and payer relationships in that environment?

In the latest episode of the HME Business Podcast, sales expert Ty Bello, RCC, president and founder of industry sales and management coaching firm Team@Work Coaching says that HME providers need to start engaging in outcomes-based selling and joins the podcast to talk more about what that means how providers can start implementing that sales approach.

Listen on your favorite podcast app, or here:

In the previous episode of the HMEB Podcast, audit expert Wayne van Halem, president and founder of the audit consulting firm The van Halem Group, discusses CMS audits of Medicare Advantage plans that uncovered roughly $12 million in net overpayments and what that will ultimately mean for HME providers.

The HMEB Podcast examines essential news, trends, and developments and interviews industry experts to find out how HME provider owners and operators can run efficient, profitable, and growing businesses with an eye on patient care.

Make sure to subscribe on Apple PodcastStitcher, or Google Podcasts, and start listening today!

About the Author

David Kopf is the Publisher and Executive Editor of HME Business and DME Pharmacy magazines. Follow him on LinkedIn at linkedin.com/in/dkopf/ and on Twitter at @postacutenews.

HME Business Podcast