Build New Virtual Engagement and Digital Sales Channels: Virtual selling is the new norm. Align your sales teams to better engage customers virtually. Virtual engagement needs to consider all customer interaction including lead generation programs, virtual selling roles, and post-sale adoption programs.
Focus On Winning Key Accounts: Key accounts offer some of the best access to growth opportunities. Staying engaged with current accounts is imperative as market leaders recognize that new problems spawn new solutions, bonding customers to vendors for the long-term using a solution-driven approach.
Align Sales Compensation: As planning cycles shorten to address rapidly evolving trends, sales compensation plans need to evolve and create alignment with the strategic intent of new agile commercial models.
Develop a Customer Success Mindset: When companies become customer-centric, especially for key accounts, they switch from a profit motive to a customer value focus, which ultimately drives long term growth.
Engage Industry Peers: Now more than ever, learn from and gain insights from a community of your industry peers. Virtual roundtables, symposiums and forums provide a platform to exchange actionable ideas and best practices for navigating today’s market.
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Access Actionable Research and Benchmarks: The market is constantly changing. Industry leaders need current and relevant data, trends, benchmarks and even voice of customer research to help guide their sales, marketing and operational decisions.
"We have to create a new vision for our sales teams, and we cannot just sell products anymore. That is done. We have to be a consultant to our customers." - Global Customer Experience Leader
"In the health care sales process, you have to work the entire ecosystem and become a valued consultant and partner with the customer. When you do that, you are rewarded with the opportunity to solve a problem for them." - SVP, Health Systems Solutions
"The access to customer feedback that we have gained from the digital transformation has become essential to our decision-making process. We are able to adjust our sales and marketing tactics quickly, keeping our competitive advantage sharp." - Vice President, Sales
Hear from healthcare sales leaders on how they got to revenue success.