What Most Reps Don’t Know (But Every Hospital Buyer Does) Secrets In Medical Device Sales™ podcast

What Most Reps Don’t Know (But Every Hospital Buyer Does)

6d ago 37:41

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What if the person you're selling to has no real power to say yes?

In this high-impact episode, Lisa and Cindy dive deep with Jeffrey DelVerne to uncover the truth behind how healthcare systems really make purchasing decisions and why many reps are pitching the wrong people.

This episode is a crash course in selling smarter, not harder. Whether you’re trying to break into hospital systems, navigate insurance challenges, or understand the healthcare ecosystem, this is the blueprint for winning in 2025 and beyond.

Must-Hear Insights and Key Moments

The Rise of Vertical Integration – Learn how health insurance giants now control physician groups, pharmacies, and care delivery—and what that means for sales reps.
Why Sales Structures Are Outdated – Most sales orgs are built for a world that no longer exists. Jeffrey explains how collaboration is the new superpower.
How to Navigate the Optum Maze – Understand how Optum’s acquisition of practices affects local sales decisions, and how to connect the dots with your internal payer teams.
The 85/15 Rule Explained – Jeffrey breaks down the Medical Loss Ratio and how insurers profit by funneling expenses through assets they own.
Real Talk: Patients vs. Payers – Lisa opens up about the emotional toll of seeing families fight for care, while Jeffrey brings clarity on how denials get resolved.
Empowered Through Education – Cindy emphasizes the competitive edge that comes from curiosity and continuous learning in sales.
Monthly Roundtables: A Game Changer – Discover how a simple 30-minute cross-functional check-in can unlock access and accelerate deal flow.
Legacy & Leadership – The conversation ends with a powerful reminder about impact, legacy, and helping others rise.

About Jeffrey

Jeff DelVerne began his healthcare career on the commercial side of the medical device industry before transitioning into market access, where he became increasingly focused on the underlying unit economics of U.S. healthcare. That curiosity led him to closely study the “Big Six” payers Cigna, Humana, CVS Health, Elevance, UnitedHealthcare, and Centene who collectively influence nearly $1.4 trillion of the over $5 trillion spent annually on healthcare in the U.S. Jeff’s core thesis is that payers control 90 cents of every dollar in healthcare.

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A Team Dklutr production

Chapters

1. Introduction (00:00:00)

2. Jeffrey DelVerne's Background in Healthcare Economics (00:01:07)

3. Understanding Healthcare Economics and Market Access (00:03:10)

4. Strategies for Medical Device Sales Reps (00:04:48)

5. Navigating Hospital and Insurance Dynamics (00:05:21)

6. Challenges with DRG and CPT Codes (00:08:21)

7. Impact of Vertical Integration in Healthcare (00:12:41)

8. Current Affairs in Healthcare and Insurance (00:18:25)

9. [Ad] Real Talk About Marketing (00:25:01)

10. (Cont.) Current Affairs in Healthcare and Insurance (00:25:47)

103 episodes