In the healthcare industry, building trust with executive stakeholders is essential.
This is something Rachel Harris knows well. She serves as director of enterprise sales at Findhelp, a company dedicated to helping community organizations, government agencies, healthcare organizations and businesses manage their care programs.
Harris strives to position herself as a strategic partner rather than just a vendor when working with the company’s clients, doing her best to understand their business priorities while conveying the company’s value proposition in a way that resonates with them.
“This helps differentiate us and build urgency,” Harris told Built In.
Skills such as these have empowered her to become a resource for her peers and earn respect from the leadership team, ultimately enabling her to help shape the company’s future.
“These aren’t just day-to-day tools — they’ve helped me contribute at a strategic level and be recognized as someone who drives growth for the entire organization,” Harris said.
Read on to learn about the skills she leverages most in her work, how they’ve enabled her to make an impact and grow and the advice she’d give to reps who are eager to refine their sales acumen.
About Findhelp
Findhelp is guided by the aim to “connect all people in need to the programs that serve them with dignity and ease.” The company’s platform is designed to streamline care coordination and community connection through screening, closed-loop referrals, marketplace fulfillment services, system integrations and actionable analytics.
Which skills do you leverage most often in your day-to-day work?
In my day-to-day work, the skills that I rely most on are strategic relationship-building, value-based storytelling and disciplined pipeline management. Building trust with executive stakeholders, especially in healthcare, is essential. I work to understand their business priorities and position myself as a strategic partner, not just a vendor. I also focus heavily on clearly articulating our value proposition, turning complex solutions into compelling narratives tied to tangible outcomes. This helps differentiate us and build urgency. Lastly, I help my team maintain strong pipeline hygiene and forecasting discipline. These skills not only drive consistently closed deals but ensure I’m contributing to the broader team’s success and market strategy.
“These skills not only drive consistently closed deals but ensure I’m contributing to the broader team’s success and market strategy.”
How have these skills enabled you to heighten your impact on Findhelp or grow your career?
These skills have played a key role in both my impact and career growth. Strategic relationships have helped me turn prospects who were using a competing solution into some of our greater cheerleading customers. My ability to clearly communicate value has positioned me as a resource for peers during competitive deals, leading to mentorship and leadership opportunities. Accurate forecasting and pipeline management have built trust with leadership, resulting in a seat at the table for sales planning and process refinement. These aren’t just day-to-day tools — they’ve helped me contribute at a strategic level and be recognized as someone who drives growth for the entire organization.
What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources Findhelp has provided to support this growth?
For reps eager to refine their sales skills, I recommend a mix of practical resources and mentorship. First, I find that reading about proven sales methodologies and frameworks can provide a solid foundation for handling complex sales cycles and building a consultative approach. Findhelp offers a book purchasing benefit, which has allowed me to continually invest in my personal development and expand my knowledge.
Beyond reading, our team has gained a lot from ongoing training. Regular training meetings and annual retreats with the team allow for us to share best practices, role-play challenging sales scenarios and receive personalized feedback. These opportunities not only sharpen sales techniques but also ensure we stay aligned with our company’s goals and strategies. By combining structured learning with real-time mentorship, our team has been able to continually refine their approach and drive stronger results.
link