Sales Enablement
Sparking Opportunities through Strategic Tools and Processes
The Challenge
As Health Connective expanded its presence in the competitive medtech software development space, our sales team needed stronger support to effectively communicate our value proposition to technical decision-makers.
With an average client engagement of 5+ years and prestigious clients including Stryker, Teleflex, and Olympus, we had proof of our capabilities—but we needed to translate that expertise into compelling sales materials that resonated with IT and R&D leaders.
Strategic Approach
Data-Driven Processes
Create systems that provide visibility into pipeline health and enable proactive deal management
Technical Messaging
Develop sales collateral that speaks the language of our technical audience
Flexible Tools
Equip the team with materials for both trade show environments and one-on-one sales conversations
Key Initiatives
Weekly Sales Review Process
To improve our sales effectiveness and pipeline management, I established a structured weekly sales review process that brought together sales leadership and key stakeholders.
Process Components:
Review of ActiveCampaign data to track engagement metrics and prospect behavior
Analysis of deal progression and identification of stalled opportunities
Collaborative discussion of next steps to move deals forward
Documentation of action items and follow-up strategies
This data-driven approach transformed our sales meetings from reactive updates to proactive strategy sessions, enabling us to identify patterns in successful deals and replicate those approaches across our pipeline.
Comprehensive Sales Presentation
Working closely with our design team, content writers, and executive leadership, I spearheaded the development of a comprehensive sales presentation that effectively communicates Health Connective's capabilities to technical decision-makers.
Development Process
The presentation went through rigorous testing with actual IT and R&D leaders to ensure our messaging aligned with how technical buyers think about their challenges.
Company credibility: 25+ years, 110+ years combined experience
Four key use case examples demonstrating expertise
Company credibility: 25+ years, 110+ years combined experience
Data visualization and insights capabilities
Client spotlight: Teleflex Vascular solution
Development Process:
Collaborated cross-functionally to ensure technical accuracy and compelling messaging
Conducted testing sessions with multiple IT and R&D leaders from our target market
Iteratively refined language and positioning based on audience feedback
Aligned presentation content with the specific terminology and concerns of technical buyers
Key Presentation Elements:
Company credibility indicators (25+ years in healthcare, 110+ years combined medtech experience)
Concrete use cases demonstrating expertise across different application types
Visual representations of complex technical solutions
Clear articulation of our boutique, collaborative approach
Trade Show Materials
Digital Surgery Online Portals
Focuses on our expertise building data visualization platforms for surgical devices. Highlights key capabilities: data aggregation, advanced filtering, user type management, and performance optimization.
Recognizing that trade show interactions require quick, visual communication, I developed two targeted handouts that serve as leave-behinds and conversation starters.
ERP Integration to Streamline Ordering
Addresses the common pain point of outdated product catalogs and complex ordering processes. Showcases our Teleflex Vascular case study as proof of successful execution.
The Impact
By creating sales enablement tools grounded in audience research and tested with real decision-makers, we've positioned Health Connective to have more effective sales conversations.
The weekly sales review process has improved pipeline visibility and enabled more strategic deal management, while our refined sales materials give the team confidence that our messaging resonates with the technical buyers we're targeting.
Contact
Interested in working together? Please fill out the form, and I will be sure to get in touch.
I look forward to our conversation!