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Streamlining Healthcare Expo And Business Exchange | September 22-24, 2020 | Virtual

Healthcare Strategic Accounts Summit

Who Should Participate

The Healthcare Strategic Accounts Summit is designed for anyone who leads their company’s key accounts teams. This includes VPs, directors, and other executives responsible for health systems, GPOs, enterprise/corporation/national accounts, contracting, and/or strategic relationships.


Recommended Agenda For Strategic Accounts Leaders

Thursday, September 24, 2020

8:00-10:00am | Distributor Reverse Expo
Connect with more than 60 national, regional, diversity, and specialty distributors.

10:15-11:15am | Combined ShareGroup: GPO & IDN And Strategic Accounts Leaders
Share ideas and challenges with your peers.

11:30am-1:30pm | GPO & IDN Reverse Expo
Leaders from as many as 50 different group purchasing organizations, regional purchasing coalitions, and integrated delivery networks will be at tables ready to speak with attendees. The GPO & IDN Reverse Expo includes lunch on show floor.

Healthcare Strategic Accounts Summit

Thursday, September 24, 11:00-2:00pm EDT

Selling In The New Healthcare Environment

11:00am-Noon EDT

It’s a brave new world for strategic accounts leaders. Many customers won’t let you in the door, so virtual selling is now the norm.  Getting an appointment for even a video call is tougher than ever, with customers tied up with shortages, new requirements, and serious financial challenges. In this session, find out how leading-edge medtech companies are reinventing their sales strategy for the COVID-19 crisis and beyond. Gain insights on:

  • Succeeding in a virtual sales environment
  • Addressing your customer’s financial challenges as they deal with COVID-driven revenue losses
  • Tying your message to the health system’s most pressing needs

Selling Safely: Best Practices For Field Reps As Healthcare Facilities Reopen

12:15-1:00pm EDT

J. Hudson Garrett Jr., PhD, Assistant Professor of Medicine, Division of Infectious Diseases, University of Louisville

As your sales teams begin calling on customers in person again, it’s critical that they have the informationand tools to protect themselves while interacting with healthcare customers amid the pandemic. In this session, find out what strategic accounts reps need to know most – from basic steps like handwashing to procedures for using PPE correctly.

  • Learn the top 10 strategies to keep your employees safe while interacting with healthcare customers
  • Understand– and go beyond – the CDC’s recommendations to stop the spread of COVID-19 infections
  • Reassure your customers that your team is ready to interact with them safely


Four Crucial Skills Reps Need For Selling Virtually

1:15-2:00pm EDT

COVID-19 has caused sales professionals to completely rethink what’s possible when selling virtually. In this session hear what sales reps are doing differently to break through artificial barriers that make it harder to sell in a virtual setting.

  • How to establish rapport when you’re not in the same room
  • Why it’s so important for you to prepare, practice, and personalize when selling online
  • What the most successful reps do to reduce the distractions inherent in online interactions and ensure true engagement with the customer

4:00-6:00pm | Healthcare Strategic Accounts Council Board Meeting
(Board members only)


The Healthcare Strategic Accounts Summit badge also allows access to all Streamlining Healthcare Expo & Business Exchange education sessions.

More Education Sessions►


If you’re a strategic accounts leader, you’re invited to join Healthcare Strategic Accounts Council today!

For more information about council membership and benefits:
About The Council►

Summit Contact:

Cindy Chen, MS»
Sr. Manager, Associates Program, HIDA, 703-838-6114