Selling into healthcare environments for Med Device and Health Tech
Building stronger pipelines, one conversation at a time
Selling healthcare technology today demands more than product knowledge, it requires precision, patience, and a clear understanding of how to connect complex innovation with real clinical and operational outcomes.
Deep understanding of selling into healthcare
At durhamlane, we know the way healthcare systems engage with providers is changing, budgets are tighter, procurement is complex, and access is harder. That’s why our approach blends proven sales methodology with a detailed understanding of how buying decisions are made across public and private healthcare organisations.
Our consultative ‘Selling at a Higher Level’ process ensures every conversation adds value, uncovering challenges, qualifying fit, and driving engagement with the right stakeholders at the right time.
We open doors in systems that are notoriously difficult to penetrate, helping you scale pipeline efficiently and keep revenue predictable, without increasing headcount.nd Industry 4.0 adoption, ensuring our outreach speaks the language of your buyers.
durhamlane have really proven their value in supporting our customer pipeline development. Our salespeople and their full-time dedicated lead generation resources work hand-in-hand as a blended team. This creates a seamless transition between lead generation and sales. Over time the durhamlane team’s experience with our product has enabled them to work even further down the funnel, freeing our sales resources to work on the ‘close’. We’re impressed with the knowledge and dedication of the team, and the reaction from our potential customer leads has been really positive.
Paul Stevens
Digital Health Director
Omron Healthcare
Proven results in healthcare sales development
Our healthcare sales reps are trained to navigate regulated markets and multi-stakeholder buying processes, ensuring your solutions reach C-level, clinical, and operational audiences in both NHS and private healthcare.
Meaningful conversations with the right healthcare decision-makers
Every engagement begins with a clear understanding of your Ideal Customer Profile (ICP). From there, our teams build tailored outreach strategies designed to convert conversations into qualified opportunities that move the needle on pipeline coverage and revenue.
We regularly connect our clients with:
- Clinical and Medical Directors
- Chief Information and Technology Officers
- Procurement and Transformation Leads
- Heads of Operations and Finance
- Digital Health and Innovation Managers
We don’t measure success by calls made, but by opportunities advanced. Our focus is always on generating tangible commercial outcomes, ensuring that every lead handed over to your team is ready to progress.
Client wins in the healthcare sector
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Fluke CorporationDeveloping marketing to sales conversion and a sustainable pipeline for manufacturing giant, Fluke Corporation.
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RS Industria
Executing a successful and consistent multichannel sales strategy in the Industrial IoT sector.
Book a meeting with James
Head of Sales
James partners with healthcare technology providers looking to accelerate growth, expand market presence, and improve sales efficiency through the expertise of durhamlane’s healthcare sales reps.
The durhamlane difference
Our people
We hire proactive minds and shape them into exceptional sales professionals. Every SDR is trained in our ‘Selling at a Higher Level’ methodology; a consultative, question-led framework proven to generate trust and momentum in complex sales cycles for tangible results.
Our technology
We harness the power of AI and best-in-class sales tech to streamline workflows, monitor engagement, and ensure no opportunity slips through the cracks. Data drives our decision-making, while every message remains human and personal.
Our processes & data
Over years of healthcare-specific delivery, we’ve captured and analysed thousands of data points that reveal what drives conversion in this market, from timing and tone to message and method. We use this intelligence to refine our outreach and continuously improve results for every client.
Which personas do you target in the healthcare market?
We tailor persona targeting to each client, depending on the product and value proposition. Recent projects have focused on CIOs, Clinical Directors, Transformation Leads, and Procurement Managers across NHS Trusts, private hospital networks, and healthcare SaaS providers.
How do you train your healthcare sales reps?
Learning and development is key. It all begins with our four-week induction process, which gets candidates ready to hit the ground running. From there, we define competence frameworks that clearly identify upskilling opportunities. For industry-specific training, each new client engagement starts with a thorough onboarding process, where nuances of their target market are shared with the team. All of our people are taught our Selling at a Higher Level methodology, which is question-led and consultative in nature. This ensures every SDR is capable of operating as a sales representative skilled at selling into healthcare environments.
What makes durhamlane different?
We combine curiosity, process, and partnership. Our teams operate as true extensions of your business, aligning with your culture and goals. Unlike most outsourced providers, we qualify opportunities deeply, ensuring your in-house team spends time only on accounts that matter.
How do you report on progress?
We track every stage of activity and turn it into clear, actionable insight. You’ll receive regular reports (weekly, monthly, and quarterly) showing campaign performance, engagement trends, and opportunities created. Each month, we hold a pipeline review with your sales team to discuss progress and identify ways to move deals forward. We can also connect our tech stack (Salesloft) to your CRM so that you have live updates of our activities and the results being generated on a custom dashboard. Our goal is to make reporting simple, transparent, and focused on driving revenue.
How do you manage data and confidentiality?
We are ISO 27001, ISO 9001, and Cyber Essentials Plus certified and maintain strict data governance standards. Client data is stored securely in dedicated environments, with access restricted to the relevant project teams.