CHI partnered with Rippleworks to increase their reach by identifying and implementing scalable sales strategies
Centering Healthcare Institute (CHI) is implementing a model of effective prenatal and early pediatric care that is patient-centric and has proven results. This group health care model decreases the rate of preterm and low weight babies, increases breastfeeding rates, and leads to better pregnancy spacing that together reduce the risk of preterm birth for mothers in the United States by more than 30 percent.
CHI’s top priority was building a proactive, scalable outbound sales operation to increase the reach of their model. CHI partnered with Rippleworks to identify opportunities to improve their sales approach, learn how to create a sales playbook, and define a plan to achieve growth goals for 2020 and 2021.
Working with the Rippleworks was a game changer in the growth of our business development strategy.
We came away with a set of tools that has helped us measure and drive growth, and the impact was felt almost immediately.
Other parts of the organization are now working to replicate the approach.
—Centering Healthcare Institute CEO Angie Truesdale
CHI partnered with Rippleworks Expert Peter Longo, who advises Sirum and has led sales operations at Blue Spark Technologies, Allscripts, Solve Healthcare, and Sirono. Together, they:
• Defined the Top 10 attributes of a model customer; learned how to prioritize customers and qualify leads
• Identified opportunities to improve CHI’s sales approach by learning best practices of Deal Reviews, KPIs, and management reports
• Defined a sales execution process map and updated Salesforce stages in alignment
• Learned to create a sales playbook for onboarding new employees and as an ongoing reference
• Defined a plan to achieve CHI’s sales team growth goals for 2020 and 2021
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