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Insight-Led Selling: Taking
Theory and Making It Reality
Paul Liberatore
Senior Manager, Sales Enablement

2.
How much can we accomplish on our own?

3.
What do we gain by forming teams?

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How do we improve productivity?

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Just Run the Process.
LEADS Qualify Demo & Trial CLOSE

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Following the Process, Equaled Success.

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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.

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So, what’s wrong with that?

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So, what’s wrong with that?

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It’s like playing a
game where the
rules have changed…
But no one told you!

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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 Providers
in frontline settings
will look to the people
of Welch Allyn first for
solutions to their
patient care problems.”

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Change is Needed.
Customers are:
• Self-diagnosing their issues
• Forming buying committees
• Benchmarking against competitors

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So who does win?

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Updating Our Strategy.
Increased
Revenue
30%
5X
Number of
large deals
Pipeline
yielding
better
results

15.
Sales Enablement Model
Identify
Competencies
Build a selling
process based
on customer
needs
Build training
and coaching
programs

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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

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

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“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?

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How Teams Help
Team 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

20.
Tribal Knowledge
Forums
Rep Connect
How SAVO Helps
Using Sales Content Pro & Mobile Sales Pro to Close the Gaps

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How SAVO Helps
Collaboration breeds creativity

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• 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

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Thank you
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