insight-led selling: taking theory and making it reality (welch allyn)

Insight-Led Selling: Taking Theory and Making It RealityPaul LiberatoreSenior Manager, Sales Enablement

How much can we accomplish on our own?

What do we gain by forming teams?

How do we improve productivity?

Just Run the Process.

LEADS Qualify Demo & Trial CLOSE

Following the Process, Equaled Success.

Welcome to the machine.

Adamson, Brent, Matthew Dixon, and Nicholas Toman.

"Dismantling the Sales Machine." Harvard Business Review. Nov 2013: Print.

For years, tuning this machine has been the primary means of boosting sales productivity. But recently sales has been caught off guard by a dramatic shift in customers’ buying behavior. 

So, what’s wrong with that?

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So, what’s wrong with that?

It’s like playing a game where the rules have changed…

But no one told you!

For nearly 100 years, doctors, nurses, and other healthcare providers from across the globe have looked to Welch Allyn for products and solutions that help them help others.

The Welch Allyn Vision

“Healthcare Providersin frontline settings

will look to the peopleof Welch Allyn first for

solutions to their patient care problems.”

Change is Needed.

Customers are:• Self-diagnosing their issues• Forming buying committees• Benchmarking against competitors

So who does win?

Updating Our Strategy.

Increased Revenue

30%5X

Number of large deals

Pipeline yielding better results

Sales Enablement Model

Identify Competencies

Build a selling process based

on customer needs

Build training and coaching

programs

Keys to Our Success

• Building competencies required for insight selling

• Developing a process around new buying environment

• Understanding our customers’ business and their needs

• Providing all of this to our sellers – through SAVO

• Forging a strong partnership between marketing and sales to continuously deliver on this

But we come back to the question of how much we can do on our own…

“It’s all about appreciating the talents of the people you surround yourself with and knowing you could never have made any of this by yourself.”

-Steven Spielberg

How does this translate into the world of selling?

How Teams HelpTeam Culture that Supports Insight Creation

“Managing in the Insight Selling Era”June 2013 – Corporate Executive Board

Idea Generation and Effective Brainstorming

Collaboration on Solution Generation

Discussion and Debate

Tribal Knowledge

Forums

Rep Connect

How SAVO HelpsUsing Sales Content Pro & Mobile Sales Pro to Close the Gaps

How SAVO Helps

Collaboration breeds creativity

• Insight is the difference between success and failure

• Creativity is essential to insight

• Creativity is a human endeavor and is improved through collaboration

• SAVO can help drive collaboration

Thank youFor more informationSAVO Web Site: www.savogroup.com

Sales First Nation: www.savogroup.com/sales-first-nation/

SAVO Products: www.savogroup.com/products/

SAVO Phone: 312-276-7700