For MedTech & Devices

Navigate the

Hospital Buying Committee.

Selling to the surgeon is no longer enough. To win in today's healthcare market, you must sell "Clinical Efficacy" to doctors and "Economic Efficiency" to the Purchase Department.

The "Gatekeeper" Blockade

You have the best device, but the hospital says "No Budget." The problem isn't the price; it's how your team is presenting value.

Procurement Walls

The Purchase Manager treats your life-saving device like a commodity (gloves or syringes), forcing a price war.

Surgeon Dependency

Reps rely 100% on the doctor to fight for them. When the doctor leaves or loses influence, you lose the account.

Demo Fatigue

Providing endless free demos and trial units without getting a Purchase Order (PO).

The "Total Hospital" Sales Approach

Stakeholder Mapping

Identifying the Economic Buyer (Admin), User Buyer (Doctor), and Technical Buyer (Biomedical) and tailoring the pitch for each.

Value Analysis Committee (VAC) Prep

Equipping your team with the dossiers and ROI calculators needed to pass the hospital's internal review board.

Distributor Management

Training your channel partners to be as effective as your direct team, ensuring consistent messaging.

Case Study: Capital Equipment

“We sell high-end imaging equipment (MRI/CT). We were losing to big players. Sales Fundas trained us to sell ‘Total Cost of Ownership’ and ‘Patient Throughput’ to the CEO/Admin. We won 3 major hospital chains this year.”

— National Sales Manager, Imaging Company

Get Your Device in the OR

Stop getting blocked by procurement. Learn the strategic selling skills for MedTech.