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Mastering the Complex Medical Sales Cycle: IDNs, GPOs, and Long-Term Wins

Welcome back to the RepPath Podcast with Joe Licata—your unfiltered guide to breaking into, surviving, and thriving in medical sales. In this episode, Joe goes deep into one of the most misunderstood—and career-defining—aspects of the industry: selling to Integrated Delivery Networks (IDNs) and Group Purchasing Organizations (GPOs).

Whether you're a seasoned rep expanding into hospital-based sales, or you're trying to pivot into capital equipment roles, this episode is a MUST-WATCH masterclass. Joe breaks down the entire sales cycle step-by-step, including:

✅ What GPOs and IDNs actually do
✅ Why this path is so hard—but also so lucrative
✅ How to find and equip the right “champion” inside the hospital
✅ The value analysis committee process
✅ Tiered pricing, contract strategies, and renewal best practices
✅ Avoiding time-wasting mistakes with the wrong stakeholders
✅ Real-world Q&A on selling against entrenched competitors

No fluff. No sugarcoating. Just decades of hard-earned insight from someone who’s been in the trenches.

Whether you're closing your first VAC approval or trying to rescue a stalled hospital deal, this episode will give you the edge you need.

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