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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