Your Healthcare Sales Problem Might Not Be a Sales Problem
When revenue stalls, it’s easy to point at sales. Not enough leads. Deals aren’t closing. The team isn’t hitting its numbers. But those symptoms don’t necessarily tell you what’s actually broken.
On this episode of GrowthDx, Ashley Kent sits down with Joe Hinderstein, a healthcare sales and RevOps advisor with more than a decade of experience across healthcare, to unpack how he diagnoses struggling sales organizations. They get into the less-visible problems behind sales performance, from unclear positioning and poor CRM data to leadership, deal friction, buyer relationships, and sales processes that simply don’t match how healthcare organizations buy.
They also explore what selling looks like in an era of AI-generated outreach, why enterprise healthcare deals require more people and more patience than most teams expect, and why founders may want to stay involved in sales longer than feels comfortable.
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A monthly dose of healthcare growth insights, including the industry shifts we're watching, what they mean for healthcare leaders, and practical perspectives on marketing, sales and growth.
What’s Covered in this Episode
Diagnosing What’s Actually Broken
A struggling sales team can be a symptom of a much bigger problem. Ashley and Joe break down how positioning, leadership, process, data, deal friction, and team structure can all show up as a “sales problem,” and why diagnosing the right issue has to come before trying to fix it.
Selling Like a Human in the Age of AI
Joe shares what happened when a sophisticated automated outbound workflow fell flat, while manually researching prospects and picking up the phone started generating meetings. They explore why more automation doesn’t automatically mean better selling and why human behavior can become a differentiator when everyone else is scaling the same tactics.
Why Healthcare Deals Take More Than One Champion
Enterprise healthcare sales rarely happen through a single buyer. Ashley and Joe discuss navigating complex buying groups, understanding what different stakeholders value, building trust over long sales cycles, and creating relationships that can survive organizational change.
Scaling Beyond Founder-Led Sales
No one tells the company’s story quite like the founder. Joe explains why founders may need to stay close to sales longer than they expect, how to capture what makes their approach work, and what needs to be in place before handing the motion to a larger sales team.
About Our Guest
Joe Hinderstein is a healthcare sales and RevOps advisor with more than a decade of experience across healthcare. His background spans provider organizations, health technology, health economics and outcomes research, and social determinants of health. Today, he works with healthcare companies to improve sales processes, coach teams, strengthen their stories, and build more effective go-to-market systems.
About GrowthDx
GrowthDx is Clearstart's healthcare thought leadership podcast, featuring conversations with the people closest to healthcare's biggest shifts. Hosted by Ashley Kent, Founder & CEO of Clearstart, GrowthDx gives healthcare leaders practical perspectives on where the industry is headed and what they need to prepare for what's next.
Get GrowthDx in your inbox.
A monthly dose of healthcare growth insights, including the industry shifts we're watching, what they mean for healthcare leaders, and practical perspectives on marketing, sales and growth.
