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Tune in to RES Podcasts: Insights from the Field, Solutions You Can Apply


At RES, we believe in the power of storytelling to connect and inspire our community. Our podcasts are designed to bring you closer to the real-world experiences and challenges faced by industry practitioners. Whether you're looking to gain insight from the field or find practical solutions to your own challenges, our two podcast series have something for everyone:

  • "Stories from the Trenches" – Hosted by Paul Norford, this series dives deep into the journeys and lessons learned by industry professionals. Hear firsthand accounts of the challenges they’ve overcome and the strategies that made the difference.
  • "Solution Salon" – Led by Mark Garrett Hayes, this podcast focuses on the practical side of problem-solving. Discover actionable steps and solutions from those who've tackled the toughest challenges.
We do podcasts because we believe that learning from one another's experiences is key to driving innovation and success. So, plug in and get ready to take your next step—no matter where you are in your journey.

Don’t miss out—subscribe today and take these valuable insights with you wherever you go!

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Ep. 2 - Revolutionizing Buyer Engagement: Sirion’s Success with Digital Sales Rooms

Episode Summary:

In this episode, we explore how Sirion is navigating the challenges of a highly competitive and tech-savvy market. With traditional sales methods becoming less effective and buying groups growing more sophisticated, Sirion recognized the need for a fresh approach. By adopting Digital Sales Rooms (DSRs), they’ve transformed their sales process to create more meaningful and impactful buyer interactions. Join us as we discuss how Sirion’s enablement team is leading the way in modernizing sales strategies to meet the evolving demands of today’s buyers.

Key Takeaways:

The Challenge: Traditional digital sales methods no longer captured the attention of sophisticated buying groups, making it harder to differentiate and close deals.

The Approach: Sirion revolutionized its selling experience by embracing Digital Sales Rooms (DSRs) through a partnership with Mindtickle. They didn’t just implement a new tool—they reimagined the entire sales process to create collaborative, engaging, and persistent spaces that align with modern buyers’ needs.

The Impact: In just three months, over 50% of Sirion’s new opportunities utilized these digital spaces, resulting in faster deal cycles and successful closures of complex deals with major clients. The enhanced buyer engagement and personalized experiences led to a 19% increase in win rates for deals involving DSRs.

Looking Forward: Sirion is not stopping with DSRs. They are exploring the integration of AI tools like Copilot and Call AI to further enhance their sales process, ensuring their team stays ahead in delivering exceptional customer experiences.

Listen now to discover how Sirion is setting a new standard in sales effectiveness through Digital Sales Rooms, driving success in a competitive market!

Ep. 1 - Redefining the Academy Approach: GE Healthcare's Journey to Sales Empowerment

Episode Summary:

In this episode, we explore the critical challenges GE Healthcare faced as their markets and customer needs evolved, leaving their sales teams struggling to keep up. Recognizing the widening skills gap, GE Healthcare assembled a cross-functional team to tackle the issue head-on, ultimately leading to the creation of the PDx Sales Academy. Join us as we delve into the difficulties they encountered, the rigorous process of selecting the right partner in Imparta, and the lessons learned from implementing a globally scalable sales enablement program.

Key Takeaways:

The Challenge: Understand the urgent need for GE Healthcare to overhaul their sales training. As markets advanced, the gap in their sales teams' skills became a critical issue that demanded immediate action.

The Approach: Gain insights from Michelle at Imparta on how they addressed these challenges through tailored learning journeys, with a focus on pilots like Creating Client Value and Sales Coaching, and the pivotal role of leadership support in successful deployments.

Business Impact: Discover the significant changes that resulted from the training, including improved sales team engagement and a shift in client interactions, marking a turning point for GE Healthcare’s sales effectiveness.

Looking Forward: Kerry shares the ongoing challenges and future direction for the PDx Sales Academy, including the role of AI and other advanced tools in further enhancing sales performance.