Healthcare
Healthcare Sales that put people first.
Empowering healthcare sales professionals with innovative solutions that drive patient outcomes and business growth.
Transformational Results
Delivering measurable impact across the healthcare industry.
Transcend & Transform
From #8 to #4 in Best Place to Work within 1 year - Improved collaboration within internal teams
20% employee retention
Sales Culture
- Increased appointments
- Stronger relationships with key clients
- Increased manager coaching
Productivity
- 23% increase in sales revenue
- +75 million revenue growth in 6 months
- 29% market share increase
Customer Relationships
- 53%Increase in customer commitments
- 85NPS Score (Industry average: 35)
- 94%Increase time with physicians
Clients We Work With
Trusted by leading organisations in Australia and New Zealand
Rise up, collaborate.
Comprehensive Healthcare Solutions
Tailored training and development programs that elevate healthcare sales performance and patient care.
Sales Training Excellence
Consultative selling techniques - Value-based conversations
- Strategic relationship building
Leadership Development
- Coaching excellence
- Team performance optimisation
- Strategic planning
Customer Service
- Increased problem solving
- Inter-team cooperation
- Customer-focused organisation
Rise up, succeed.
Success Stories in Healthcare
Real results from healthcare organisations that transformed their operations with Integrity Solutions.
Smith & Nephew
23% Increase
In sales revenue compared to 9% growth across the market.
- Formal Sales Process
- 600+ staff trained
- ROI within 3 months
Medtronic
4,000 trained
In Integrity Selling® for Healthcare, Selling Capital Equipment™, Executive Selling™, Coaching to Integrity Selling™.
- 12-month program
- Increased Sales Revenue
- Sustained results
Abbott
48.2% Increase
In year-over-year sales growth. The company also measured the impact of the initial rollout by tracking specific skills and attitudes before and after the training. Increase in the following areas:
- 55% sales planning
- 45% goal achievement
- 34% identifying customer needs
Our Healthcare Approach
Transforming healthcare delivery through proven methodologies and people-centered solutions.
Assessment & Discovery
Evaluation of your healthcare organisation's unique challenges and opportunities.
Customised Strategy
Tailored solutions designed to meet your specific goals and organisational culture.
Implementation & Training
Expert-led implementation with comprehensive training and support systems.
Measurement & Optimisation
Continuous monitoring and refinement to ensure sustainable results.
Rise up, collaborate.
Why Choose Our Approach?
- Evidence-based methodologies
- Proven track record of success
- Customised to your needs
- Sustainable, long-term results
Healthcare Industries We Support
Within healthcare we have customised programs to address the different customer and stakeholder needs and sales systems.
Medical Device Sales
- Equip sales teams to confidently navigate complex clinical conversations with healthcare professionals.
- Strengthen consultative selling skills to better align products with clinical needs and patient outcomes.
- Build credibility and trust to influence buying decisions in both clinical and procurement settings.
- Prepare sales representatives to handle objections and compliance concerns with empathy and clarity.
Pharmaceutical Sales
- Reinforce ethical, patient-centred sales approaches aligned with industry regulations and standards.
- Develop deeper relationships with prescribers by focusing on needs-based discussions rather than product features.
- Improve call planning and follow-through to enhance access and maximise impact within short timeframes.
- Build confidence to engage in value-driven conversations with specialists, GPs and pharmacists.
In-Vitro Diagnostics Sales
- Train teams to translate technical product knowledge into meaningful clinical and operational value for labs and clinicians.
- Foster collaboration between sales and laboratory decision-makers through trust-based communication.
- Emphasise consultative selling to uncover workflow and diagnostic challenges that your solutions can solve.
- Equip representatives with tools to manage long, complex sales cycles with multiple stakeholders.
General Healthcare Sales
- Support relationship-based selling for products and services across hospitals, aged care, and allied health.
- Strengthen the ability to identify and address key challenges facing healthcare providers today.
- Improve sales team adaptability to respond to fast-changing healthcare environments and priorities.
- Enhance communication skills for influencing a diverse range of healthcare decision-makers and frontline staff.
Key Topics in Healthcare Sales Training Programs
Leadership Mindset in Healthcare Sales
Developing a proactive, accountable mindset that empowers sales professionals to lead conversations, influence change, and become trusted advisors within healthcare organisations.
Building Clinical Credibility and Trust
Equipping sales professionals to speak the language of healthcare professionals, earn trust, and align solutions with clinical outcomes and patient care priorities.
Managing Complex Buying Groups and Stakeholders
Techniques for identifying, influencing, and supporting multiple stakeholders in the buying process—clinicians, procurement, finance, and administration.
Ethical Selling and Regulatory Compliance
Training in compliance with local laws, industry codes (e.g., MTAA, Medicines Australia), and ethical standards when engaging with HCPs and institutions.
Consultative Selling for Healthcare Needs
Teaching a patient-centred, problem-solving approach that uncovers underlying needs, rather than simply pushing products or features.
Strategic Territory and Account Management
Focusing on how to plan, prioritise, and grow key accounts across hospitals, private practices, aged care, diagnostics, and other sectors.
Communicating Value Beyond Product Features
Helping sales professionals articulate clinical, operational, and economic value—especially in competitive or commoditised categories.
Handling Objections and Access Barriers
Skills for navigating objections unique to healthcare (e.g., budget cycles, tendering processes, risk aversion) and securing appointments with busy medical professionals.
Integrity Selling®
Integrity Selling® is a proven sales training course used to increase sales, build customer loyalty and create a customer focused culture. Sales is redefined as a values driven process, where the focus is on creating value for customers through building strong relationships, identifying needs and solving problems.
SKILLSET
Enhance sales skills by deeply understanding customers, fostering trusted relationships, and positively influencing their buying decisions.
MINDSET
Boost achievement and confidence by reinforcing positive attitudes, beliefs and values essential for high achievement in sales.
PROCESS
A value-driven sales process that builds trust, identifies customer needs, ensuring a shift to solution selling and attracting and retaining loyal customers.
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Transform Your Healthcare Sales Journey
Schedule a personalised consultation to discuss how we can help elevate your team's performance and improve patient outcomes.
We'll get back to you within 24 hours
Navigating Modern Healthcare Sales
Selling in today’s healthcare environment has become increasingly challenging. Greater regulation, increased price pressure, and more competitive products have become realities.
These challenges require a fundamental shift from selling primarily to clinically motivated buyers to interacting with a much broader coalition of stakeholders – including materials managers, procurement, and the C-Suite.
Integrity Selling provides a sales process that can be successfully applied with all these customers.
Sales Training Excellence
Proactively plan for positive outcomes and create a success mindset
Recognise and adapt to different personalities
Build trust throughout a conversation continuum
Ask questions that provide competitive differentiation
Sell value to all key stakeholders
Program Benefits
By aligning salespeople’s values with the sales process, their achievement drive is released and sense of purpose strengthened.
Structured Follow-Up Sessions provide an opportunity to share best practices and collaboratively work through challenges with peers.
Rise up, celebrate.
Voices of Success
Hear from healthcare professionals who have transformed their approach with Integrity Solutions.
I have never, ever had a staff member participate in work-based training and so positively rave about it!!! We now have all of our Facilitators very keen to receive similar training. A particular challenge for Facilitators is managing staff who are generally part-time, mostly working independently and very little face to face connection with their manager let alone colleagues or anyone else in the company. The skills developed through your training positions managers very well to be effective in this situation.
I have just a showcase from our Relationship Managers that have been refreshing their portfolio segmentation strategy... and it was great to hear a lot of the Navigating The Complex Sale concepts and tools still being used by the team to strengthen stakeholder relationships!
“We are in the final stages of rolling out our new CRM, and I am really proud of the end product which has Integrity Selling prompts throughout. In addition, we plan on launching the PolyNovo Playbook and running an Integrity Selling pre-call planning workshop at our Half Year Meeting next week. Thanks to you, all of that is now possible!
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Let's Transform Healthcare Together
Ready to elevate your healthcare sales performance? Reach out to us for a personalised discussion about your team's needs.
Phone Support
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