Growing a Top Line Funnel for Managed Care

Building a sales pipeline for managed care organizations can be challenging. Health plans have complex decision-making processes, making growing your topline funnel feel like an uphill battle. But with the right approach, you can navigate this complexity and set your business up for success.

Understanding the Lengthy Sales Cycle

The sales cycle in managed care typically takes about 12-18 months. There are lots of stakeholders and committees involved in decisions, and it’s not just about ROI. You’ve also got to think about privacy, regulations, implementation, and the needs of medical staff. So, you need a funnel that can nurture prospects at every stage.

The Power of Targeting: Start with Personas

One of the first steps our clients take is targeting. Creating personas for different managed care organizations takes time, but it makes outreach much more personal and relevant. You’ll want to use language that resonates with your prospects and shows you truly understand their industry.

Establish Yourself as a Thought Leader

Managed care executives are looking for partners who understand their challenges. So, establish yourself as a thought leader. Talk about cost containment, quality improvement, and regulatory compliance. By doing this, you’re not just building rapport—you’re building trust by showing you understand their problems.

Multi-Channel Outreach: Keep the Momentum Going

Mixing up your outreach across digital and traditional channels is also crucial. Face-to-face meetings and conferences are great, but not always possible. You need multiple touchpoints throughout the sales cycle. Whether it’s LinkedIn, emails, or picking up the phone, keep the momentum going. Without it, things stall and deals die.

Focus on Outcomes, Not Features

Regarding your messaging, focus less on the features and more on real outcomes. Managed care organizations want to see quantifiable impact. Specific claims always win over generic ones. Address their pain points head-on to show how your solution can make a real difference.

Leverage Existing Relationships

And don't forget about leveraging relationships within the healthcare ecosystem. Existing partnerships can open doors to new prospects, but don’t neglect your existing relationships. Nurturing current connections is often easier than making new ones.

Sustainable Growth Takes Time

Sustainable growth in managed care is never easy or quick. It will always be complex, but by using these strategies together, your pipeline will become more predictable, and your sales cycle will shorten.

Let’s Get Started

If you’re ready to implement these strategies and close deals faster in managed care, send us a message to get started. We’re here to help!