The startup had an FDA-approved device with incredible potential, but they faced two big hurdles: credibility and access.
Hospitals and health systems are cautious buyers, and without established relationships or a track record, it was hard to get meetings. Their challenge wasn’t the product — it was getting anyone to take a first call.
We developed credibility-driven messaging around clinical outcomes, safety, and efficiency — the three priorities healthcare decision-makers care about most. Instead of talking product specs, we told stories about patient impact and workflow improvements.
The outreach targeted procurement and medical directors with tailored messaging for each audience segment. We also created educational LinkedIn posts that explained the science in plain language, building trust before outreach even began.
Within three months, the startup booked 10 live demos and 2 hospital pilot programs, opening doors to multiple healthcare networks. The success helped them secure a new round of funding and establish case studies they could use for future sales.
In complex industries, the best sales strategy starts with education. When you lead with credibility, conversations happen naturally.
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