Enabling Executive Whiteboard Conversations at Agiliti

Agiliti accelerated deal momentum by certifying every salesperson on how to deliver a new message using a whiteboard visual.

Agiliti accelerated deal momentum by certifying every salesperson on how to deliver a new message using a whiteboard visual. Our sales teams needed an easy place to find the messaging and tools. They also needed to interact differently with customers to convey the commercial insights through conversations that challenged and enabled our customers to think differently. The content and tools needed to be in one application where salespeople could access the information and messaging tools on-demand as they go out to hospitals or healthcare facilities to have conversations with customers.

We had a couple of headwinds to consider in this engagement with DSG. First, we needed to build an application in a relatively short amount of time. Second, we needed to launch the application at our national sales meeting to facilitate a full day of training around the vPlaybook and whiteboarding. The previous process was to have a whiteboard conversation with customers. We had 100% compliance for all our sales teams to get certified through the new certification process.

The most significant outcome has been the number of success stories and testimonials from our salespeople in the field who are leveraging whiteboarding techniques and the messages to move better deals forward for the company. Mutually beneficial deals for both Agiliti and our customers have positioned us in a much different way. vPlaybook is part of the success that has made a big difference in the consistency of our messaging, the evolution of our value proposition, and our go-to-market strategy.

Sales Plays

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