Heather Lodge, Author at The Hybrid CMO | Fractional CMO for Health Tech & Healthcare Services

Why Your Healthcare Sales Team Keeps Missing Their Number (Hint: It’s Not Them)

Leave a Comment / Account-Based Marketing

Your sales team doesn’t have a closing problem. They have a coverage problem. 70% of their accounts aren’t even ready to buy yet. Minimum. Your reps aren’t bad at selling. They’re trying to force deals with accounts that aren’t ready. When you’re systematically engaging target accounts BEFORE they’re in-market? Everything changes.

Why Your Healthcare Sales Team Keeps Missing Their Number (Hint: It’s Not Them) Read More »

Transform Your Health Tech Messaging with Value Proposition Canvas + Real-World Case Study

Messaging & Positioning

Many health tech startups jump straight to marketing execution without defining their core value proposition first. But, a clear value proposition isn’t just nice to have. It’s the difference between gaining traction and burning through your Series A funds with nothing to show for it.

Transform Your Health Tech Messaging with Value Proposition Canvas + Real-World Case Study Read More »

Cracking the Differentiation Code: Why Messaging Trumps Product in Health Tech

Messaging & Positioning

The days of “build it and they’ll come” are over. What once made it easy to stand out is now much more challenging with increased competition and content saturation. But building strong messaging doesn’t have to be complicated.

Cracking the Differentiation Code: Why Messaging Trumps Product in Health Tech Read More »

Engaging a 10-Person Buying Committee Through a 13+ Month Sales Marathon – What Traditional Health Tech Marketing Gets Wrong

Account-Based Marketing

Discover a strategic framework for navigating complex healthcare buying cycles, from mapping stakeholder dynamics to creating targeted content that reaches buyers during the critical first 70% of their journey.

Engaging a 10-Person Buying Committee Through a 13+ Month Sales Marathon – What Traditional Health Tech Marketing Gets Wrong Read More »