"Clarity is magnetic." It was part of a bigger lesson that people value integrity, but they actually follow clarity. Clarity in vision combined with a good vision has a potential to build incredible followership.

Read More Comments

20.3k views11 Upvotes67 Comments

What content do you find to be most impactful for your sales organization to differentiate their offering and win more new business?

Feedback Business Applications People & Leadership

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech2 months ago

Customer-facing competitive positioning:
-business document: unique outcomes/benefits that our solution delivers and that competitors cannot match
-technical document: technical side by side comparison showing the unique ...read more

Read More Comments

9.8k views2 Upvotes8 Comments

What are some of the best AI prompts you've come across that have helped you or your team be better at sales?

Customer Engagement Employee Engagement Generative AI

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech2 months ago

We've been experimenting with loading transcripts and asking ChatGPT to help us summarize the customer's point of view.
We're always looking for patterns and wanting to speak and understand the customer because after ...read more

356 views3 Upvotes1 Comment

Referrals from customers are gold in sales. Do you have any suggestions for consistently getting them from customers? Anything that has worked well for your sales org?

Customer Engagement

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech3 months ago

Create a framework that has multiple opportunities to ask for referrals.

1. At closed won
2. Successful milestone (s)
3. Customer surveys
4. Customer newsletter
5. Community events

Read More Comments

296 views2 Upvotes5 Comments

What's something you struggled with early in your sales career that comes relatively easy to you today? How did you overcome the obstacle?

Training & Certification Employee Engagement Customer Engagement+1 more

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech3 months ago

Active listening. In the early days, I was in a hurry to speak vs truly seeking to understand. Game changer!!

Read More Comments

167 views2 Upvotes5 Comments

What are some of your best practices for sales pipeline management? Drop a comment below!

Customer Engagement Employee Engagement

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech4 months ago

Focusing on the deals most likely to close within the next quarter as a top priority, followed by ensuring the top of the funnel is strong. Too often, filling the pipeline is overlooked as we focus on what's in the middl...read more

Read More Comments

251 views2 Upvotes5 Comments

What's your process for determining which industry benchmarks are relevant for your sales organization? Do you just make sure they are from your industry or do you go deeper?

KPIs, Metrics & Reporting Customer Engagement

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech3 months ago

I provide sales advisory and sales academy solutions. While I look at industry based benchmarks, I also go through specific industry trends to see how things are different or is expected differently.

Read More Comments

282 views4 Upvotes3 Comments

Could anybody share examples of how they have adapted their lead generation strategies to better align with customer behavior?

Customer Engagement Employee Engagement

Randi-Sue DeckardSVP, Client Engagement in Healthcare and Biotech2 months ago

Our ICP is hospital CFO or VP of Finance/RCM/Reimbursement. Due to budget cuts they may only attend one national conference a year.

We've had success with in person and virtual micro events.

We segment our ...read more

Read More Comments

197 views1 Upvote2 Comments

Engagement Stats

39
Answers Written

3.9K
Profile Views

67
Upvotes Received