Show Notes

Lisa Miller is an expert and thought leader in efficiencies and effectiveness in health care, including how to sell in changing environments to health care executives (and avoid procurement, for example).

In this rapid-fire conversation, we discuss the pros and cons of AI, the multitude of options, the projected shortage of physicians, the ability to obtain fast, comprehensive results, and much more.

Can you see yourself in a “mini-Mayo Clinic” where machines evaluate, diagnose, and prescribe in one brief visit? Are you using the “portals” now available to quickly access test results and to confer rapidly with your physician without delayed visits and messages relayed through assistants?

AI is proving to be fast and accurate with diagnoses, but it’s incapable of hearing a random patient comment that might be more important for the patient’s medical condition than the patient thinks, and that a doctor might well pick up immediately if present.

When doctors are departing or changing their practices to escape confiscatory insurance premiums, will this “high tech” alleviate shortages or make them worse?

If you’re selling products and service to the health care market, you can’t afford to miss this interview. (And for that matter, any market we discuss here the art of “warm introduction”.)

Lisa T. Miller, MHA

With over 33 years of unparalleled success in the healthcare sector, Lisa’s expertise in selling to the C-Suite and deep understanding of the market and her clients’ needs have driven over $200 million in sales.
In August 2022, Lisa Miller’s company, VIE Healthcare Consulting, was acquired by Morgan Stanley Capital Partners, marking a significant milestone in her career and underscoring the immense value and impact of her work in cost optimization for the healthcare industry where she has helped hospitals and healthcare systems eliminate over $1 Billion in unnecessary costs.
As founder and CEO of VIE Healthcare Consulting, Lisa perfected a sales framework that enabled her to sell successfully to the C-Suite. Using that framework, she closed multi-million dollar deals by helping her clients eliminate unnecessary costs, operate more efficiently, and provide exceptional patient care.
Today, Lisa utilizes her sales strategy, C-Suite Selling, combined with deep industry knowledge, education- based selling, and innovative solutions to identify and articulate value propositions that resonate with healthcare executives. This approach builds credibility, addresses complex needs more effectively, and ultimately leads to higher-value contracts.
Lisa’s career began with record-breaking performances as a top sales representative for CytoDiagnostics and Stryker Surgical, where she developed a profound understanding of sales as the engine behind business growth. These early accomplishments provided the foundation for her entrepreneurial success, instilling in her the strategic thinking and sales acumen that have become her trademarks.
What sets Lisa apart in the competitive world of healthcare consulting is her ability to compete with industry giants and win. She has repeatedly outmaneuvered larger firms by leveraging her sales expertise, delivering superior results for her clients. This David-versus-Goliath success story is a testament to Lisa’s courage, sales tenacity, strategic thinking, and unparalleled understanding of healthcare organizations’ needs.

Lisa’s success story is a powerful testament to the critical role of sales skills in business leadership. It demonstrates how a sales-driven approach, combined with industry expertise and innovative thinking, can enable smaller, more agile firms to outperform industry giants. Her career serves as an inspiration for sales professionals and entrepreneurs alike, highlighting the potential for sales excellence to drive transformative success in any industry.

Alan Weiss’s The Uncomfortable Truth® is a weekly broadcast from “The Rock Star of Consulting,” Alan Weiss, who holds forth with his best (and often most contrarian) ideas about society, culture, business, and personal growth. His 60+ books in 12 languages, and his travels to, and work in, 50 countries contribute to a fascinating and often belief-challenging 20 minutes that might just change your next 20 years.

Introduction to the show recorded by Connie Dieken