Gartner Research

Increase Healthcare Sales by Making These Three Changes

Published: 04 May 2017

ID: G00325056

Analyst(s): Anurag Gupta

Summary

Technology business unit leaders struggle to convert healthcare market growth opportunity into top-line revenue for their organizations. Follow these three best practices to identify and take opportunities to their profitable closure.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Leverage Patient Journey Maps to Identify Opportunities to Digitize the Analog Equivalent of the Healthcare Value Chain
    • How to Best Create Journey Maps to Uncover Areas to Digitize an Analog Process
  • Look Beyond the Sales Funnel, and Provide Buyers With the Relevant Information for the Stage of the Buying Cycle They Are In
    • How to Look Beyond the Sales Funnel and Create Multiple Transactions in a Relationship
  • Less "Generic Sales Talk," More Customized Demos and "Proven" ROI Can Expedite Deal Closure
    • How to Reduce Generic Sales Talk and Show That You Understand the Industry

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