3 tips for planning your 2022 sales strategy

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Believe it or not, January will be here before you know it. That means it’s time to take an honest look at your sales strategy and examine the wins, losses and everything in between.  

As a sales leader, reviewing your strategy for the new year will help keep you and your team on track to meet your goals and maximize potential future opportunities. So, whether planning is already underway or you’re just getting started, here are three helpful tips to keep in mind as you develop your 2022 sales strategy.  

We’ll cover: 

  1. Creating meaningful sales territories 

  1. Targeting the right people with purchasing power 

  1. Demonstrating a clear value proposition 

Creating meaningful sales territories 

Effective management of your sales territories is an essential factor to success. After all, studies have shown that a comprehensive sales territory strategy can increase sales, boost team morale and cohesion, expand your customer base and more.  

One of the ways Definitive Healthcare can help you to optimize your sales territories is to conduct a geographic analysis. You can use our platform to explore patient populations by focusing on cities and their surrounding areas. This way, you can find important insights into social, economic and travel-related connections between communities.  

By leveraging HospitalView, you can also examine Core Based Statistical Areas (CBSAs) for more precise targeting of healthcare providers. Our hospital and IDN database tracks hundreds of CBSA profiles, containing statistics on population growth, bed count, facility types and more. For medical supply and facility services companies, high-growth areas could be ideal territories. 

Targeting the right people with purchasing power 

After you’ve defined your sales territories, you’ll want to move to prospect outreach. Knowing who the key decision makers and executives are in the facilities you’re targeting means you can maximize potential response rate and drive high-value conversions.  

By using a hospital’s org chart, you can get a clear understanding of hospital leadership and the relationships between and within departments. Armed with this knowledge, you can tailor your message to the right physicians who will champion your product and to the right executives with purchasing power.  

Before your first meeting with a prospect, you can use the Definitive Healthcare platform to educate yourself further and determine your best angles of approach.  

You can use the Financial Strength dashboard in HospitalView for a snapshot of financial performance. This dashboard enables you to look into a provider’s latest financial metrics and compare them against historical data, dig into clinical metrics like bed utilization rate and the average length of stay and more.  

In addition, you can use ClaimsMx and SpecialtyViewRx to expand your visibility into an organization’s diagnosis, procedure, prescription activity and more.  

Leveraging intelligence from multiple perspectives empowers you to effectively align your messaging to your prospect’s needs for a more meaningful sales conversation.  

Demonstrating a clear value proposition 

Healthcare commercial intelligence can help you answer the four big questions you should ask when developing a value proposition: 

  1. Who is your most receptive audience? 

  1. What pain point do you solve for them? 

  1. What do you do to solve it? 

  1. How do you do it differently from the competition? 

For example, let’s say you’re selling a remote patient monitoring (RPM) solution and you’ve identified your audience using the tips above. To gain a better understanding of the pain points your technology solves, you can use the Definitive Healthcare platform to search for key metrics like technology use, readmission rates, clinical inefficiencies and more.  

These deeper insights can help you craft a targeted message that speaks to how your RPM program can address a healthcare organization’s challenge to improve patient outcomes, reduce readmissions, and optimize their clinical workflow.  

Finally, you can use healthcare commercial intelligence to understand market share and assess a competitor's strengths and weaknesses. Together, this information can help you precisely target ideal prospects and craft tailored messaging to a granular level, leading to stronger sales conversations and a shorter sales cycle.  

Learn more 

As you build your 2022 sales strategy, it’s important to keep in mind that there is no one-size-fits-all solution. However, our healthcare commercial intelligence can help you develop a sales plan completely tailored to your market and your team’s goals.  

From there, you’ll be able to leverage contextual insights and contact info to find and engage the right people with customized, data-driven messaging so you can close more deals.  

Learn more about our solutions for sales intelligence here or try our products out by starting a free trial.  


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