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Moving the Dial on Selling and Impacting Deals
Mary Beth Gargani, Aesynt
Michael Dunne, Apttus
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Mary Beth Gargani
Director of Sales Effectiveness
Michael Dunne
Director, Product Marketing
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Today’s Session
• Sales Efficiency & Effectiveness
• The Aesynt Story
• Questions and Answers
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Why They Matter
Sales Efficiency; Sales Effectiveness
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Upping the Sales Game Matters
PLATEAUING
PERFORMANCE
• Complacency
• Set Sales Culture
SOURING
TRENDS
• Longer Sales Cycles
• Deal Slippage
• Lower Deal Sizes
RISING SALES
COSTS
• Labor Intensive
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Achieve Big Things as a Way of Life
One Step at
a Time
• Manageable Scope (Not Boiling the Ocean)
• Thorough Planning
• The Right Technology
• Adoption/Measurement
Build Upon
Success
• Repeatable Approaches
• Stream of Clear Wins
Sustain Decisive
Advantage
• Culture of Continuous Improvement
• Adopt/Usability Mastered
• Tool Usage Becomes Second Nature
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Lots of Opportunity for Improvement:
Call Center Field Sales High Value
0
10
20
30
40
50
60
70
80
90
100
NonsellingTime
Client-facingTime
AveragePercentof Time
Source: Gartner
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Process is Key for Impacting Sales
Sales Efficiency – Do Things Faster
• Shorter Cycle Times
• Agile
• Responsive
Sales Effectiveness – Do Things Better
• Impressive
• Credible
• Persuasive
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Sales Efficiency & Sales Effectiveness
Incentive Compensation
Coaching SystemsTerritory Management Systems
Appraisal, Evaluation Systems
Sales Training Management
Hiring/Onboarding Systems
Objective/Quota Management
Lead Distribution
Content Management
Configuration/Pricing/Quote
Proposals/Contracts
Prospect Qualification
Account Management
Sales Forecasting
Contact Management
Sales Pipeline
Guided Selling
Order Management
Effi
cie
ncy
EffectivenessSource: Gartner
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Truly Moving the Dial on Selling
The Aesynt Story
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Aesynt Background
Based in Cranberry Woods, PA
Formerly McKesson Automation
Hospital and Health System Pharmacy Automation
- Medical Robots
- Bar-Coding Technologies
- Storage & Inventory Management
- Packaging & Preparation
Over 850 Employees
Serve Over 1,400 Customers- Hospitals
- Health Systems
Central Pharmacy Solutions
Point of Care Solutions
Enterprise Medication
Management
IV Automation Solutions
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Project Profile
Stakeholders
• 70 in Sales customers- Field Sales
- Sales Engineers
• 120 User Community- Legal
- Accounting
- Executive Team
• Complex Sales
Target Capabilities
• Configure Price Quote- Configure-to-Order
• Workflow- Approvals
- Case Management
• Contract Integration
• Mobility with
• Forecasting with Salesforce
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Pain & Aspirations
PRESSURES
• Rapid Growth
• Homegrown Systems (Cumbersome)
• Inaccuracies (Rework)
• Time Consuming Processes (Manual)
IMPROVEMENTS
• Collaboration & Cooperation
• Brand Promise (Help Clients Be Efficient & Effective)
• Customer Experience (Sales & Post-Sales)
• Managing Demanding Clientele
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Approach
AdoptionFocus on Sales Experience Played to Self Interest WIIFM
DeploymentKnew What to Do Methodical
SelectionCompetitive Product Had Legs
Build vs BuyConfident IT Team Cost of Ownership
SalesforceDeploying Surfaced Needs
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Results
Win Rate
Deal Size
Face Time
2%
35%
30%
100% Adoption
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Q&A
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Mary Beth Gargani
Director of Sales Effectiveness
Aesynt
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Thank You
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