『The Core Authority Asset, Built in an Afternoon | E.27』のカバーアート

The Core Authority Asset, Built in an Afternoon | E.27

The Core Authority Asset, Built in an Afternoon | E.27

無料で聴く

ポッドキャストの詳細を見る

【Amazonプライム会員限定】今ならプレミアムプランが4か月 月額99円。

10月19日まで。※適用条件あり
In episode twenty-seven of "Selling to Healthcare," Lisa T. Miller delivers part two of an argument she started a few episodes earlier — that the health systems sellers are calling on are already running AI against spend, contracts, and patient access, and that the bar for what executives expect from a vendor has quietly moved. She drew a line then between the vendors using AI to send more emails and the vendors using AI to actually think. This episode is the practical half: what that second group is doing, and how to join it. Lisa anchors the whole thing in the Core Authority Asset — a concise, credible, forwardable piece of intelligence built around one health system's data, pressures, and language, designed so a champion can carry it into a room the seller isn't allowed to enter. What used to make that asset rare was the cost of building it: weeks of research, a team of analysts, deep institutional knowledge of how hospital data works. That cost has collapsed. She demonstrates with a worked example. Say you're a physician who does some emergency department work, trying to expand into new health systems, with almost no data on the accounts you're targeting. Instead of chasing information you don't have, you sit down with an AI tool and ask what an emergency department actually measures — not how to sell your services. Three metrics come back, sourced from Medicare data and the Hospital Outpatient Quality Reporting program: left-without-being-seen rate, median ED time, and door-to-inpatient-bed time. Run a target hospital through that data and say the left-without-being-seen rate lands at five percent against a healthy benchmark of roughly two percent, with door-to-bed time running around three hours. Those numbers become a customized executive brief — and from there, you could even vibe-code a simple web app that pulls the same three metrics live for any hospital in the country, so you can hand an executive the tool and say, name a hospital. Yours, or a competitor's. Lisa then pulls the example apart into a repeatable five-step framework and closes on the part that matters most: the barrier is no longer budget, analysts, or code. It is curiosity, better questions, and the willingness to do the work for one specific account when competitors won't — and the window on that advantage will not stay open indefinitely. Highlights of this Episode Include: Built in an Afternoon, Not in Weeks: A single question asked of an AI tool can surface a data source most sellers have never heard of and a five percent left-without-being-seen rate — more than double the benchmark. That one number is the entire executive conversation.Start With the Problem, Not the Product: The starting question was never "how do I sell my services." It was "what does an emergency department measure, and where do hospitals struggle." Before your next target account meeting, write down three real questions about that health system you cannot answer yet.Go to the Data, Then Verify It: Medicare cost reports, Hospital Outpatient Quality Reporting, CMS bundled payment data, IRS 990s — mostly free, mostly untouched by vendors, and now readable in minutes. But AI tools are confidently wrong, and one bad number in a C-suite meeting doesn't cost you the point, it costs you the room.Ask Better Questions, Not Bigger Ones: Dropping a hospital name into a generic prompt returns generic output every time. Ask AI to triangulate across sources, benchmark one metric against peers, and explain what a pattern means to a CFO managing margin pressure and a bundled payment mandate at once. Questions that specific are what surface the metrics you wouldn't have known to look for.Build for This Account, Not All Accounts: The temptation to templatize the insight and blast it across thirty systems destroys the thing that made it work. The framework travels; the insight gets rebuilt every time. Gut check — could your last leave-behind have been sent to any hospital?Match the Form to the Moment: A Core Authority Asset isn't always a document. Door-opener, one-page brief, forwardable leave-behind, interactive app — same underlying intelligence, different expression depending on where you are in the cycle and who you need to reach.The Barrier Is Effort, Not Technology: No analyst team, no data subscription, no code required. Executives have never chosen a vendor for a polished deck — they choose partners who show up having done the work, and that work now fits in an afternoon. Learn more about Lisa at https://lisatmiller.com/about Book an appointment - https://calendly.com/lisa_t_miller/30min LinkedIn - https://www.linkedin.com/in/lisamiller/ Learn about Lisa's Workshops: https://fluentinhealthcare.com/https://healthcaresalesmasterclass.com/
adbl_web_anon_alc_button_suppression_t1
まだレビューはありません