Nowadays, customers identify their own problems, solutions, and requirements before contacting a sales pro, leaving little else to the seller other than sourcing a price quote. Watch Paul Liberatore’s presentation and learn how a sales person can reframe the entire sales conversation using insight-led selling. See how Welch Allyn is using SAVO’s Sales Content Pro and Mobile Sales Pro to help their sales pros reframe the conversation.
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.
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
in frontline settings
will look to the people
of Welch Allyn first for
solutions to their
patient care problems.”
Change is Needed.
• Self-diagnosing their issues
• Forming buying committees
• Benchmarking against competitors
Updating Our Strategy.
Sales Enablement Model
Build a selling
Keys to Our Success
• Building competencies required for insight selling
• Developing a process around new buying environment
• Understanding our customers’ business and their
• 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.”
How does this translate into the world of selling?
How Teams Help
Team Culture that Supports Insight Creation
“Managing in the Insight Selling Era”
June 2013 – Corporate Executive Board
Idea Generation and Effective
Collaboration on Solution Generation
Discussion and Debate
How SAVO Helps
Using 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
• SAVO can help drive
For more information
SAVO 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