Selling Value in Health Care

Pipeline opportunities increased by several millions of dollars

 
What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Client

Welch Allyn is a privately-held, family-owned manufacturer of medical devices, products and solutions used by health care providers around the world. Its solutions apply innovative technologies that help frontline practitioners work more effectively, efficiently and empathetically with their patients at the point of care.

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Business Challenge

As a leading solution-provider for the health care industry, Welch Allyn’s customers are dealing with unprecedented cost pressure and fiscal challenges. Because of the changing marketplace, sales leaders needed the tools to enable their sales team to communicate effectively, in the new health care environment.  Sales leaders wanted consistency, reliability and a sales team that was audible-ready to effectively articulate the value and differentiation of their solutions

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Solution

Command of the Message® helped Welch Allyn provide their sellers with the tools necessary to:

  • Articulate value
  • Differentiate their solutions
  • Expand the customer conversations to create more high-dollar opportunities

The methodology also built alignment around several sales initiatives that were already underway. It drafted into their current initiatives, helped them operationalize their Challenger model, and interfaced with their existing technology platforms.

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

The Results

Command of the Message® aligned the organization cross-functionally and led to bottom-line results, including:

  • Number of $1m+ deals in Acute Care increased 500%
  • Pipeline opportunities increased by several millions of dollars
  • New hires engaging with customers at a higher level
  • Increased deal size
  • Record-number of 6-figure deals

Download the PDF

What to Expect Someone from our team will call to schedule a call. Save time by sharing availability in the form.During our initial call, we’ll ask questions and do a lot of listening, assessing the challenges you’re experiencing and the effects they’re having on the rest of the business.Then, if relevant, we’ll walk you through how we approach your specific challenges and how we’ve helped companies like yours solve them for the long-term

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