“Using R.A.D.A.R., we are able to quickly assess exactly where we stand on any deal, which helps us prioritize what we need to win. We can now quickly and objectively qualify out of opportunities we have a low probability of winning so that we don’t waste valuable time and resources. R.A.D.A.R. gives us the critical thinking tools, skills and approach we need to be successful in a complex selling environment.”

– Heather Valentine, VP of Global Sales, Informatics division of Thermo Fisher Scientific

Global healthcare information technology markets are more dynamic than ever, with emerging technologies becoming more widely used every day. How these technologies inter-relate towards a common goal is what makes selling in this environment so highly complex. Competition can range from “no decision” to confusion about these emerging technologies and their capabilities to other internal priorities and funding initiatives.

“The number of competing solutions in the marketplace increases every day and the globalization that occurs across the industry – both at the vendor and customer level – requires the mastery of complex selling skills,” said Heather Valentine, vice president of global sales for the Informatics division of Thermo Fisher Scientific, the world’s leading provider of Laboratory Information Management Systems (LIMS). “The Complex Sale and their R.A.D.A.R. methodology is the most advanced solution to help an organization sell more effectively, resulting in greater success for both the company and the customers with which they partner.

With R.A.D.A.R., organizations can effectively integrate sales, marketing and product management in a team-based, complex, political and competitive environment that brings together a number of approaches including:

• Solution linkage (the right message for the right people at all levels)

• Managing the political landscape of the sale (stakeholder analysis of power, preference, part and plan)

• Managing a competitive strategy (assessing your competitors’ tactics and developing a strategy to defeat them)

• Effectively utilizing a team of resources (best positioned with the right message, correlating to the customer’s key pains)

“Using R.A.D.A.R., we are able to quickly assess exactly where we stand on any deal, which helps us prioritize what we need to win,” said Valentine. “We can quickly and objectively qualify out of opportunities we have a low probability of winning so that we don’t waste valuable time and resources. R.A.D.A.R. gives us the critical thinking tools, skills and approach we need to be successful in a complex selling environment.”