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TRANSCRIPT
Inside Account Planning at GE Healthcare
Webinar | Jan 24, 2018
Todd AdairRegional Manager
Global Outcome Selling Leader GE Healthcare
Patrick MorrisseyCMO, Altify
TODAY’S PRESENTERS
Today’s Agenda
• The sales transformation challenge
• Introducing Altify Winter ‘18
• Account Planning at GE Healthcare
• Q & A
Most Sales Leaders And TeamsCan’t Confidently Say Yes
THE WORLD OF SALESIS NOW DIGITAL
LEDGER DIGITALPC CLOUD
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Requiring global sales organizations to reimagine and transform their global sales strategies
Amount of time sales teams actually spend selling to buyers
18%Source: Sirius Decisions
SALES TEAMS ARE BURIED
Sales cycles that don’t progress past the first call
62%Source: Altify Buyer/Seller Index 2016
CUSTOMERS DON’T SEE VALUE
Percentage of reps that don’t make quota every year
50%Source: Altify Buyer/Seller Index 2016
SALES REPS DON’T PERFORM
Why Isn’t There A Google MapFor A New Sales Opportunity?
Enterprise Sales Teams Are Challenged
Navigating people and problems
Aligning solutions to customer needs
Up-sell and cross-sell execution
Coaching and consistent process
Altify Helps Sales Leaders and Their Teams WinOpportunity Management – Win the deals that matter most, improve win rate
Account Management – Grow and maximize revenue from your existing customers
Process Management – Guided selling with coaching and process to consistently improve
Introducing Altify Winter ’18
Simple PlanSet-up
CollaborativeUser Experience
ExecutiveInsight
Executive Briefings Enable Fast Insight
New executive briefing option available within Account or Opportunity plans allows teams to quickly prep executives for sales meetings
• Account or opportunity plan briefings
• Exported as a ready-to-go PDF
• Editable Word document
Front Line Sales Management Dashboards for Coaching
Customize Salesforce data and Altify insights to understand how effectively their teams are working and see where to provide coaching for maximum impact
• Access to the right data at the right time
• Best practices to measure what matters
• Identify risk early on key deals and accounts
Account Plan Set Up Made Easy…Start in Minutes
Account Plan setup is easier and quicker to start new plans and make changes as business or service unit scope, teams or incremental revenue targets grow and change
• Step-by-step workflow
• Best practice guidance
• Easy to configure and use
Enhanced User Experience with Salesforce LightningThe Altify platform has been given an upgrade with Winter ’18
• Consistent look and feel with Salesforce using Lightning
• Seamless interaction between account and opportunity management
• Salesforce Classic usability also enhanced
Todd AdairRegional Manager
Global Outcome Selling Leader GE Healthcare
Introducing Todd Adair
A Little Bit About My Background• 20 years at GE Healthcare• Variety of positions with Radiology and Academic
accounts• 2010: Lead Account Executive for team covering
one of world’s leading academic accounts• Pilot for GE Healthcare’s Outcome Selling
Transformation• 2015: Global Commercial Leader for Outcome
Solutions
Todd Adair
GE Today
A V I AT I O N TRANSPORTATION C A P I TA L
E N E R G YEnergy Services
Oil & GasPower & Water
H E A LT H C A R E
GE HEALTHCARE TODAY
$19 billion: global business unit of GE
51,000: number of employees worldwide
$1 billion+ per year investment in R&D
Core strengths in bio-sciences, medical imaging & information technologies, Services
Headquartered in Chicago, USA
BROAD SOLUTIONS FOR HEALTHCAREDiagnostic and Interventional Imaging
Patient Monitoring
Maternal and Infant Care
Anesthesia and Respiratory Care
Diagnostic Cardiology
Healthcare IT
Life Sciences
Healthcare Consulting
Global Services
Why Account Planning at GE
• Changing market• Customer demand• The way clients buy has changed• Greater expectation of value• Need for solutions
Need to be able to solve the client’s problems
GE Ascend: Account Planning for GE
Key requirements• Sponsorship / people• Program / training• Common language• Common Tools (Salesforce / Altify)
Becoming an “Outcomes” Company
• Better understanding of clients and their business issues
• Common language and process• Improved sales execution• Single platform across GE• Common tools• Improved insight and analytics
Lessons Learned: Making Account Planning Work
• Leadership buy-in• Structure & accountability• Account community engagement
Todd AdairRegional Manager
Global Outcome Selling Leader, GE Healthcare
Patrick MorrisseyCMO, Altify
Q&A
Let us show you how you can get the same results as GE Healthcare
www.altify.com/request-demo
Request a Demo
Unlocking Digital Sales Transformation
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Altify solutions help your team: • Win the deals that matter most• Identify whitespace and maximize revenue• Improve sales execution with guided selling
Accelerating sales execution for the world’s best sales teams
If you are not transforming your sales team, then good luck, because your competitors are… It should be a priority for any B2B sales force.
MICK HEGARTY Director, Customer First Faculty BT Business UK