How to sell to Heads of Sales at Healthcare companies
Heads of Sales in healthcare are primarily measured by revenue growth from new client acquisitions. They respond to outreach that demonstrates a deep understanding of their unique challenges, such as patient care improvement and clinic operational efficiency. Highlighting how your solution can directly impact their sales targets and streamline their processes will capture their attention.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 567 healthcare company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- high competition for patient acquisition
- inefficient sales processes
- low conversion rates from leads
- challenges in demonstrating ROI
The playbook
- 01
Identify clinics with recent technology upgrades
Use industry reports to filter for clinics that have recently adopted new healthtech solutions. This indicates they are investing in patient care improvements and may be looking for sales solutions to complement these upgrades.
- 02
Highlight patient care metrics in your outreach
Craft your message to emphasize how your solution enhances patient care outcomes. Use specific metrics, such as patient satisfaction scores or referral rates, to make your value proposition relevant to their goals.
- 03
Leverage seasonal sales cycles
Research the typical sales cycles in healthcare, especially around fiscal year-end. Timing your outreach to align with when they are planning budgets can increase your chances of engagement.
- 04
Address common objections about ROI
Prepare to counter objections regarding return on investment by offering case studies or testimonials from similar healthcare organizations. Be ready to explain the long-term financial benefits of your solution in terms they understand.
- 05
Connect via healthcare industry events
Identify upcoming healthcare conferences or webinars where Heads of Sales will be present. Use these events to initiate contact, as they are more likely to engage with you in a professional setting related to their industry.
Can healthcare companies even receive your mail?
We measured the DNS of 567 healthcare companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 18.3% of 1–10-person companies against 78.3% of the largest — 60 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Boost patient acquisition rates
- Streamline your sales process
- Improve patient care outcomes
Questions
- Why do Heads of Sales in healthcare ignore outreach about sales tools?
- They often receive generic messages that do not address the specific challenges of the healthcare industry. Without a clear connection to patient care improvement or revenue growth, they may see these outreach attempts as irrelevant.
- What are common sales challenges faced by Heads of Sales in healthcare?
- They frequently struggle with high competition for patient acquisition, lengthy sales cycles, and the need to demonstrate ROI to secure buy-in from stakeholders. These challenges require tailored solutions that address their unique operational contexts.
- How can I effectively engage with Heads of Sales in healthcare?
- Focus on building relationships through industry events and relevant content sharing. Demonstrating an understanding of their specific pain points, such as compliance and patient satisfaction, will help in establishing credibility and trust.
- What metrics do Heads of Sales in healthcare prioritize?
- They typically prioritize metrics related to revenue growth, patient acquisition rates, and sales conversion rates. Understanding these metrics can help you tailor your outreach to align with their key performance indicators.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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