Lisa T. Miller on Selling to Hospitals
Selling to hospitals is one of the most challenging and rewarding fields in business.
It’s where complex decision-making, clinical priorities, and financial pressures collide. Most companies approach it as a sales exercise. I’ve spent my career proving it’s really an executive strategy discipline — one built on understanding what the C-suite actually buys, how they decide, and how to translate value into both mission and margin.
I’m Lisa T. Miller, the author of Selling to Hospitals and the creator of the C-Suite Selling System™, a framework developed from over 20 years of sitting across from hospital CEOs, CFOs, and other senior hospital leaders. My experience spans every side of the healthcare table, as a vendor, advisor, entrepreneur, and trusted partner to hospital executives.
I built and scaled VIE Healthcare Consulting, a boutique analytics and cost-reduction firm, from the ground up and competed successfully against large multi-national firms, driving more than $1 billion in client impact, and ultimately selling the company to Morgan Stanley Capital Partners. What made that possible wasn’t marketing spend or headcount; it was mastering how to sell to hospitals the right way: through credibility, evidence, and alignment.
Today, through Selling to Hospitals, I share the lessons, frameworks, and strategies that help commercial leaders, founders, and teams win in healthcare’s most complex markets.
Each issue breaks down what really drives hospital buying decisions, the economics behind value-based care, how CMS policy shifts influence purchasing behavior, what executives expect in ROI conversations, and how to build transformational partnerships instead of transactional deals.
If your business depends on selling into hospitals or health systems, this newsletter is designed for you. You’ll learn how to:
Engage the C-suite with confidence and relevance
Translate your product’s value into measurable outcomes
Align your message to executive strategy, not departmental need
Move from pilot projects to multi-million-dollar partnerships
I also lead the Selling to the C-Suite Workshop, an interactive experience for companies ready to elevate how their teams connect with executive buyers. It’s built from real conversations, real deals, and the exact methods that have closed some of healthcare’s most competitive contracts.
Lisa T. Miller on The Strategy of Selling to Hospitals
The C-Suite Selling System
About Lisa
Selling to Healthcare Podcast -
Winning C-Suite Clients Presentation -
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Each edition is concise, practical, and based on first-hand experience — not theory.
Whether you’re an emerging founder, sales leader, or part of a commercial team serving hospitals, Selling to Hospitals will help you think and sell at the executive level.
Subscribe to get full access and join a community of professionals redefining how healthcare sales should be done - strategically, credibly, and with purpose.
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