Discovery Questions for Selling Healthcare Products to COOs & Operations Heads in Diagnostics & Labs
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Summary:
Uncover operational bottlenecks, efficiency gaps, and cost-saving opportunities when selling to senior operations leaders in Diagnostics & Lab businesses.
When selling healthcare products into Diagnostics & Lab networks, the COO or Operations Head plays a crucial role. Their focus is on streamlining workflows, reducing turnaround times, ensuring supply chain reliability, and maintaining compliance without increasing costs. They want solutions that improve lab efficiency, ensure uptime, and scale with growing test volumes—while managing both regulatory and operational risks.
Here’s a curated set of 30 discovery questions designed to uncover the real needs of COOs & Operations Heads in Diagnostics & Labs.
Early Discovery (Understand Operations & Challenges)
- What are your top operational priorities for the next 12 months?
- How do you currently measure efficiency across lab operations?
- What challenges do you face in balancing test volume growth with cost containment?
- How do equipment downtime or product shortages impact your lab performance?
- What role does automation play in your operations strategy today?
- How do you ensure compliance with quality and regulatory standards across labs?
- What are your biggest risks in day-to-day lab operations?
- How do you currently track turnaround time for diagnostics results?
- What are the main reasons operations get delayed or disrupted?
- How do you evaluate new suppliers for operational impact?
Qualification (Identify Priorities & Buying Signals)
- Are you looking to centralize or decentralize procurement of lab supplies/products?
- How do you assess ROI when onboarding a new product or vendor?
- Do you prioritize cost savings, reliability, or speed when choosing new products?
- How much do clinical outcomes vs operational efficiency influence your decisions?
- What metrics do you use to measure supplier performance in operations?
- How do you balance between global suppliers and local partners for key products?
- Who else (CFO, Head of Procurement, Clinical Director) is involved in these decisions?
- Do you prefer long-term vendor relationships or flexible short-term contracts?
- How do you integrate new solutions into your existing operations workflows?
- What’s your typical evaluation cycle for new product categories?
Deep Needs Analysis (Quantify Impact & Tie to Outcomes)
- What is the average cost per test or per patient in your labs, and how do you benchmark improvements?
- How much operational downtime do you currently face due to supply or equipment issues?
- What would a 5–10% improvement in turnaround time mean for your labs?
- How do you calculate the cost of operational inefficiencies or delays?
- How do regulatory audits impact your operational workflows?
- What’s the impact of lab expansion (new branches/sites) on your supply and procurement needs?
- How much of your budget goes to operations vs capital expenditures?
- How do you quantify the value of after-sales support and training for your teams?
- What are the costs and risks of switching current suppliers?
- How do you see AI, automation, or digitization shaping future lab operations?
How Pepsales AI Helps in Diagnostics & Lab Operations
Pepsales AI equips sales teams with operations-focused discovery playbooks to address the efficiency and reliability concerns of Diagnostics & Lab COOs.
What You Get:
- Role-specific question banks that uncover operational inefficiencies
- Real-time call guidance for conversations around turnaround times, uptime, and compliance
- ROI-linked insights that show how your product improves lab throughput and reduces costs
- Automated meeting summaries to align sales, procurement, and clinical stakeholders
For COOs, this means streamlined supplier evaluation, better operational outcomes, and measurable efficiency gains.
Ready to Speak the Language of Lab Operations?
Equip your teams with discovery questions that resonate with COOs in Diagnostics & Labs.
