Client Results

Charlene Grabowski, ADPGE logo Corporate Visions opened our eyes to a new way to address customer needs. They have a complete, integrated process, from differentiated message development to differentiated selling tools and skills. It's also documented and repeatable, which means it's something we can turn into an internal competency and best practice, which is the ultimate goal of any business transformation.
— Charlene Grabowski, GM of Commercial Learning and Development

GE Healthcare Achieves an End-to-End Approach for Value Selling

Challenge

GE Healthcare was faced with a number of issues that forced them to reconsider how they were approaching the market:

  • They needed to provide a superior customer experience during the sales cycle to set GE apart - even when a customer thinks the product specs are close.
  • They needed a process that would scale across the organization.
  • They also had to align the key constituencies, including Marketing, Communications, Sales and Training.

Solution

Engaged Corporate Visions® to help develop and implement a process in support of their Commercial Transformation project.

  • Redefined their message creation process for creating differentiated sales messages.
  • Developed a common sales toolkit to ensure sales tools aligned with the selling process sales people were being trained on.
  • Provide selling skills and techniques based on a customer-focused approach that speaks to what the customer wants to accomplish, not what the company has to sell.

Results

GE Healthcare now has an end-to-end approach for value selling, from message creation to tools development and field sales delivery

  • Cross-functional agreement on an integrated approach that will help GE Healthcare stop re-inventing the wheel and start applying a consistent process that will speed up their ability to bring new offerings to market.

Meet Our Clients

Many of our clients will be speaking at our Marketing and Sales Alignment Conference in September. It's the perfect opportunity for you to find out how they're incorporating messaging into their sales and marketing efforts.

See the speaker line-up

Measuring Your Messaging Program Success

Corporate Visions has partnered with Beyond ROI to develop a customized assessment program, which will document behavior change and business impact. The new measurement tool will be launched durinig our September conference.

New Client Case Studies

Soon to be released case studies from Dell, Philips, Century-Link, ADP and Tata Consulting Services will make use of the new assessment tool.