Gartner Research

Market Insight: Healthcare Industry Playbook — Five 'Must Knows' for Sales to Win Business in the Healthcare Market

Published: 13 May 2016

ID: G00297712

Analyst(s): Anurag Gupta

Summary

Healthcare is a complex industry where hospitals need to manage the bottom line without compromising lives. This research equips "sales enablement leads" to understand the hospital buying process and various hospital roles and motivations, and provides targeted interventions to help close deals.

Table Of Contents

Analysis

Background and Context

The Impact

  • 1. Using Specific Targeted Interventions at Each Stage of the Buying Process Exponentially Increases the Probability of Closing the Deal
  • 2. Engaging Early in the Process With Buyers and Connecting With C-Suite Executives Maximizes Chances of Winning the Deal
  • 3. Using Dedicated Messaging for Business (and Clinical Buyers) Considering Priorities of These Roles Will Help Position Your Solution Better
  • 4. Winning a Deal Requires a Concerted Effort Throughout the Sales Cycle
  • 5. Avoiding These 10 Mistakes Will Help in Deal Closure

Conclusion

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