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Aesynt - Thursday - 3:30 PM

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Aesynt - Thursday - 3:30 PM

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Aesynt - Thursday - 3:30 PM

  1. 1. #AccelerateQTC#AccelerateQTC Moving the Dial on Selling and Impacting Deals Mary Beth Gargani, Aesynt Michael Dunne, Apttus
  2. 2. #AccelerateQTC Mary Beth Gargani Director of Sales Effectiveness Michael Dunne Director, Product Marketing
  3. 3. #AccelerateQTC Today’s Session • Sales Efficiency & Effectiveness • The Aesynt Story • Questions and Answers
  4. 4. #AccelerateQTC#AccelerateQTC Why They Matter Sales Efficiency; Sales Effectiveness
  5. 5. #AccelerateQTC Upping the Sales Game Matters PLATEAUING PERFORMANCE • Complacency • Set Sales Culture SOURING TRENDS • Longer Sales Cycles • Deal Slippage • Lower Deal Sizes RISING SALES COSTS • Labor Intensive
  6. 6. #AccelerateQTC Achieve Big Things as a Way of Life One Step at a Time • Manageable Scope (Not Boiling the Ocean) • Thorough Planning • The Right Technology • Adoption/Measurement Build Upon Success • Repeatable Approaches • Stream of Clear Wins Sustain Decisive Advantage • Culture of Continuous Improvement • Adopt/Usability Mastered • Tool Usage Becomes Second Nature
  7. 7. #AccelerateQTC Lots of Opportunity for Improvement: Call Center Field Sales High Value 0 10 20 30 40 50 60 70 80 90 100 Nonselling Time Client-facing Time Average Percent of Time Source: Gartner
  8. 8. #AccelerateQTC Process is Key for Impacting Sales Sales Efficiency – Do Things Faster • Shorter Cycle Times • Agile • Responsive Sales Effectiveness – Do Things Better • Impressive • Credible • Persuasive
  9. 9. #AccelerateQTC Sales Efficiency & Sales Effectiveness Incentive Compensation Coaching SystemsTerritory Management Systems Appraisal, Evaluation Systems Sales Training Management Hiring/Onboarding Systems Objective/Quota Management Lead Distribution Content Management Configuration/Pricing/Quote Proposals/Contracts Prospect Qualification Account Management Sales Forecasting Contact Management Sales Pipeline Guided Selling Order Management Efficiency EffectivenessSource: Gartner
  10. 10. #AccelerateQTC#AccelerateQTC Truly Moving the Dial on Selling The Aesynt Story
  11. 11. #AccelerateQTC Aesynt Background Based in Cranberry Woods, PA Formerly McKesson Automation Hospital and Health System Pharmacy Automation - Medical Robots - Bar-Coding Technologies - Storage & Inventory Management - Packaging & Preparation Over 850 Employees Serve Over 1,400 Customers - Hospitals - Health Systems Central Pharmacy Solutions Point of Care Solutions Enterprise Medication Management IV Automation Solutions
  12. 12. #AccelerateQTC Project Profile Stakeholders • 70 in Sales customers - Field Sales - Sales Engineers • 120 User Community - Legal - Accounting - Executive Team • Complex Sales Target Capabilities • Configure Price Quote - Configure-to-Order • Workflow - Approvals - Case Management • Contract Integration • Mobility with • Forecasting with Salesforce
  13. 13. #AccelerateQTC Pain & Aspirations PRESSURES • Rapid Growth • Homegrown Systems (Cumbersome) • Inaccuracies (Rework) • Time Consuming Processes (Manual) IMPROVEMENTS • Collaboration & Cooperation • Brand Promise (Help Clients Be Efficient & Effective) • Customer Experience (Sales & Post-Sales) • Managing Demanding Clientele
  14. 14. #AccelerateQTC Approach Adoption Focus on Sales Experience Played to Self Interest WIIFM Deployment Knew What to Do Methodical Selection Competitive Product Had Legs Build vs Buy Confident IT Team Cost of Ownership Salesforce Deploying Surfaced Needs
  15. 15. #AccelerateQTC Results Win Rate Deal Size Face Time 2% 35% 30%  100% Adoption
  16. 16. #AccelerateQTC Q&A #AccelerateQTC Mary Beth Gargani Director of Sales Effectiveness Aesynt
  17. 17. #AccelerateQTC Liven up your Accelerate experience by: • Downloading Accelerate content • Engaging in discussions • Reading session recaps Participate Learn how to join at the Community Table in the Regency Foyer for a chance to win an Apple Watch APTTUS Community
  18. 18. #AccelerateQTC Thank You #AccelerateQTC

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