WORKSHOP: Master Sales Techniques and Hospital Procurement Strategie

Are you a healthcare entrepreneur, sales professional, or startup looking to boost your sales capabilities and navigate the complexities of selling your healthtech innovation or having to tackle with hospital procurement?

We invite you to a two-day, hands-on workshop designed to sharpen your skills and accelerate your success in the healthcare market.

Info: This day will focus on practical, actionable strategies to improve your sales performance, tailored to the healthcare sector. You’ll dive into three essential pillars:

1. Market Positioning & Sales Preparation

Understand how to define your offer, identify your target audience, and build a winning sales approach.

2. Crafting a Compelling Value Proposition

Learn how to clearly articulate your solution’s value in a way that resonates with healthcare professionals and institutions.

3. Closing the Deal & Navigating Key Stakeholders

Master the art of closing with confidence and identifying the decision-makers that matter.

Whether you're new to sales or looking to refine your approach, this session will equip you with tools and frameworks that deliver results.

Info: This half-day session will give you the chance to put into practice the tools and techniques introduced in Day 1. Through role-playing exercises, case studies, and real-life scenarios, you will sharpen your skills in a supportive, feedback-driven environment. Whether you're pitching to a hospital, negotiating terms, or preparing a proposal, this session is all about learning by doing. You will have the opportunity to choose your level:

• Group 1 – Beginners: for companies and companies with no or limited experience (< 1 paying client)

• Group 2 – Advanced: for companies with experience and willing to boost their sales growth

Info: Gain insider knowledge on how hospital purchasing decisions are made. This session will offer a deep dive into procurement processes in both Brussels and broader Belgian healthcare systems. Hear directly from key stakeholders and walk away with a better understanding of how to position your solution effectively within the procurement ecosystem.

Program Highlights:

• How Hospitals Operate & Are Funded

Presented by Antares Consulting

• How Purchasing Groups (Centrales d’Achat) Work

With insights from MercurHosp

• Procurement Testimonies:

o A Brussels hospital purchasing department (TBC)

o An innovative hospital outside Brussels (TBC)

o A Brussels-based entrepreneur sharing real-world experience and best practices (TBC)

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