Sales Enablement
and Activation

Anticipating needs for context, delivering thoughtful, easy-to-understand customer segmentation and product positioning, and curating memorable best practice models can make all the difference in instilling confidence in a sales team during a go-to-market hand-off. I have worked with my virtual care colleagues at Philips in both 2021 and 2022 to perfect a sales enablement toolkit template that standardizes a memorable, curated model for conversation guiding and objection handling. We are working to drive wide adoption across the market as a sales enablement best practice.

See, Hear, Do is a learning methodology we’ve all been familiar with since childhood. The second step can help learners gain immense next-level understanding that they didn’t gain from simply seeing words on a page. In 2022, my Philips colleagues and I—in partnership with an outside agency—are working to build upon a normalized practice of delivering written elevator pitches, and demonstrate how to deliver the best of our Philips Connected Care “rights to win” in more simplified, confident ways. These wireframes will be built out using Seismic’s Tiled Experience.

One of the most important aspects of earning the trust of a sales and and setting them up for success is enabling them to fight tough competitive battles. Helping sales teams compete in an extremely noisy and technically complex acute telehealth market has helped boost my confidence going up against threatening competitors. I have created several battle cards against a variety of vendors to show how the sales team can breakdown their strengths, exploit their weaknesses and underscore our right to win.

In all honesty, social selling might not be for everyone. It requires some commitment. But for those most successful using this tactic, it doesn’t feel like commitment at all. I have organized social selling trainings and knowledge sharing for sales teams in using LinkedIn, Sales Navigator, and Twitter, and most importantly, how to develop an audience network of followers to which sellers can curate content and tone to build up their professional brand and credibility.