State of Sales: Healthcare Edition
LinkedIn’s 2022 State of Sales report* found three key ways that healthcare sales differed from sales in other industries. This report compared healthcare buyers and sellers to the 14,000 global buyers and sellers from the 2022 LinkedIn Global State of Sales.
1) Healthcare buyers care more about building relationships with sellers who share similar values — and can help buyers solve their challenges — rather than strictly measuring ROI.
- 19% of healthcare buyers rank identifying industry knowledge as the key factor in making a buying decision.
- 46% of healthcare buyers, when researching a salesperson, say they are looking for values that align with their own values.
2) Healthcare buyers are working remotely and using digital tools to vet sellers online, similar to buyers in other industries.
- 80% of healthcare buyers work remotely some portion of the time.
- 38% of healthcare buyers check LinkedIn for common connections with sellers, vs. 33% of buyers from other industries.
3) To build relationships with healthcare buyers, sellers must use the tools of the sales tech stack necessary to discover, understand, and communicate with buyers virtually.
- 48% of healthcare sellers say that CRM is “very important to closing deals.”
- 65% of sellers say that LinkedIn provides unique data.
For more insight into the challenges and opportunities in the healthcare industry for both buyers and sellers, download the report today.