HIDA Sales & Marketing Summit

Agenda

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

Wednesday, November 8

1:00-1:30 ET
Beyond The Screen: Crafting Memorable Sales Presentations

Making an impactful sales presentation through a screen can be a challenging task. In this interactive session, healthcare sales trainer Brian Sullivan will walk through how to master the art of conducting engaging and professional sales presentations on popular platforms like Zoom and Teams. In this session, we’ll learn how to:

• Create compelling openings to grab your audience’s attention right from the start
• Use interactive features offered by Zoom and Teams to encourage participation and feedback
• Overcome common virtual presentation challenges

Brian Sullivan, CSP
Founder
PRECISE Selling

1:45-2:15pm ET
How Sales And Marketing Professionals Can Harness AI

In this session, business strategist Rachel C. Yeakley will dive into the transformative power of AI and ways to incorporate it into daily work functions. Don’t miss this opportunity to discover new technologies and stay ahead of the curve in the ever-evolving sales landscape. We’ll cover:

• How acceptance and understanding of AI has evolved in the past year
• What AI tools can boost productivity and efficiency in your sales and marketing efforts today

Rachel C. Yeakley
Founder
RCY Labs

2:30-3:00pm ET
Communicating The Value Of Your Healthcare Products

Your customer’s time is valuable and you want to make sure your message is clear and concise, while demonstrating the true value of your solution. In this session, get advice on how to do this from an expert who spent years on the customer’s side of the table. She’ll share the dos and don’ts of an effective healthcare sales presentation along with:

• The importance of understanding your target audience and stakeholder personas
• Ways to craft a presentation that clearly demonstrates the product’s or service’s clinical value
• Ways to educate your customer

Barbara Strain
Principal
Barbara Strain Consulting

3:15-4:00pm ET
Breakouts

ShareGroups: Join live, peer-to-peer discussions, on the biggest topics in healthcare sales and marketing. This is a great opportunity to learn from your colleagues in the healthcare distribution and manufacturing space. Each ShareGroup will be led by a guest expert and HIDA staff who will pose questions to spur conversation and dialogue. Attendees are requested to be on camera and actively participate in the conversation.

Product Category Training (Distributors ONLY): Understand the key elements of a product category in order to sell your partner’s products to your provider customers more effectively. Tune in for 20 minute training sessions for an overview of each category and get your questions answered by training experts in real-time.

4:15-4:45pm ET
Leveraging Powerful Digital Content To Drive Sales

Relevant and compelling content can bring potential buyers to your site, which may convert into qualified leads for your sales teams. Join experienced marketing experts as they share practical tips and strategies for harnessing digital content across various platforms and channels. In this session, we’ll discuss:

• How to create effective content that resonates with your target audience
• How you can use AI and other tools to help craft the right type of content
• How to measure the success of your content marketing efforts

Lori McDonald
President, CEO
Brilliance Business Solutions

Thursday, November 9

1:00-1:30pm ET
Building Loyalty: Strategies For Lasting Customer Connection

In a dynamic landscape where customer loyalty can sway, strategic and well-timed communication and interventions become paramount. Join Lisa Perry, a branding expert, as she shares actionable strategies to establish and strengthen customer loyalty. This session covers:

• The significance of transparent customer communication
• Approaches to tackle issues skillfully
• Techniques for diagnosing loyalty decline

Lisa Perry
Founder
Captivating Solutions

1:45-2:15pm ET
Strategies For Effective Sales And Marketing Collaboration
Panel Discussion

It’s no secret that team alignment and shared goals can result in increased revenue. But the reality is that constant and open communication between departments can be challenging. In this session we will discuss how your teams can overcome these obstacles. We’ll talk about:

• Ways to effectively collaborate cross-functionally
• Common challenges and ways to work around them
• Examples of successful team collaboration

Chris Brooks
Senior Vice President, Sales
Dukal Corporation

Heather Llorca-Kropp
Vice President, Marketing & Channel Management
Dukal Corporation

2:30-3:15pm ET
Breakouts

ShareGroups: Join live, peer-to-peer discussions, on the biggest topics in healthcare sales and marketing. This is a great opportunity to learn from your colleagues in the healthcare distribution and manufacturing space. Each ShareGroup will be led by a guest expert and HIDA staff who will pose questions to spur conversation and dialogue. Attendees are requested to be on camera and actively participate in the conversation.

Product Category Training (Distributors ONLY): Understand the key elements of a product category in order to sell your partner’s products to your provider customers more effectively. Tune in for 20 minute training sessions for an overview of each category and get your questions answered by training experts in real-time.

3:30-4:00pm ET
Making The Most Of Tradeshow Connections

Industry tradeshows are a great way to connect with customers and identify new leads. But do you have a plan in place to connect and nurture your new contacts? Join us in this session as we outline a framework to turn warm leads into lasting relationships. We will discuss:

• The importance of properly documenting interactions in a CRM
• Different communication tools and strategies for personalized touchpoints
• Techniques to build rapport and keep your brand top-of-mind

Jan Beery
President, Life Sciences
Atypical Digital

Eryn Veronesi
Senior Director, Client Services
Atypical Digital

4:15-4:45pm ET
How To Strategically Analyze Data To Identify Sales Opportunities

Interpreting sales reports and data in your territory can be a challenge. In this session, Kevin Onarecker guides us through practical ways to get more meaningful insights from your sales reports. This workshop provides you with best practices to help you dissect and analyze your sales data, identify the facts, and interpret trends so you can make better business decisions and create actionable strategies that put the odds of success on your side. We’ll talk about:

• Ways to manipulate data to uncover trends
• 3 revenue streams that impact your territory and important concepts like “carry forward”
• Cues to recognize trends, opportunities, and threats

Kevin Onarecker
Author, Sales Trainer, Certified Executive Coach
Owner, Onarecker Consulting, Inc.