Americas Sales Team Touchpoint by Kacie Northcutt https://padlet.com/kacie_northcutt/2x4gndkl28z0 Customers Determine Our Success en-us 2017-08-16 14:04:54 UTC 2017-08-31 13:40:13 UTC hello@padlet.com https://padletuploads.blob.core.windows.net/prod/214687017/ea0174f1ee3234f4713156c2796bdada/Sales_Americas_Team.jpg Bringing the team together to collaborate matthew_stevens2 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181271890 2017-08-16 14:59:15 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181271890 Adding the AP&C sales team laurence_vigeantlanglois https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181299227 2017-08-16 17:17:31 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181299227 Keep communicating, and finding ways to "scale up" our productivity thru process improvement laurence_vigeantlanglois https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181300655

]]> 2017-08-16 17:26:13 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181300655 laurence_vigeantlanglois https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181301021 2017-08-16 17:28:09 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181301021 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181606697 add the KAM and marketing team from Arcam]]> 2017-08-18 12:22:23 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/181606697 establish (or select) one uniform & efficient sales process https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705531 2017-08-24 22:57:07 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705531 continue the quarterly meetings https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705745 2017-08-24 22:59:37 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705745 a strong, clear presence at trade-shows https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705756 2017-08-24 22:59:50 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705756 success stories, personalized proposals, sales tools https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705942 2017-08-24 23:01:52 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705942 machine maturation https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705963 how do we ensure sales team kept aware of technology improvement work?]]> 2017-08-24 23:02:10 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/182705963 driving more accountability, we need more healthy push back martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183196660 2017-08-28 17:53:22 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183196660 lots of one-off deals and no consistent market approach martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183197121 2017-08-28 17:54:34 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183197121 Think bigger martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183197498 2017-08-28 17:55:55 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183197498 we are great at defining goals, but need to improve on defining the path to achieving them martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183197921 2017-08-28 17:57:18 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183197921 Act and think as one team and not as arcam, concept, or GE, but as one GE Additive martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183198289 2017-08-28 17:58:18 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183198289 Offer solutions, not complaints martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183198632 2017-08-28 17:59:16 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183198632 Need a more targeted market approach martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183199108 2017-08-28 18:00:26 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183199108 To many internal calls without clear purpose or defined goals martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183199306 2017-08-28 18:01:00 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183199306 Be a champion for your customers martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183199412 2017-08-28 18:01:18 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183199412 start every meeting by asking is this meeting helping a customer and if make sure it has a clear purpose martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183200102 2017-08-28 18:03:11 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183200102 clearly define expectations and hold the sales and support staff accountable martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183201170 2017-08-28 18:05:46 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183201170 provide necessary training and communication so the team always feels enabled to make decisions martin_ryan1 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183201344 2017-08-28 18:06:08 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183201344 Add Value https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183536509 2017-08-29 21:02:35 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183536509 Continue driving forums and processes for sales-team(s) to share information https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183565681 2017-08-30 00:51:47 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183565681 Weekly Sales Meeting https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183637362 Provides a good forum for everyone to tie in and be up to date on campaigns.]]> 2017-08-30 11:28:57 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183637362 Engineering Services https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183637449 This is a big differentiation from our competitors. Attend one of the training sessions or review the webcast video if you are not already familiar. ]]> 2017-08-30 11:29:37 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183637449 Global sales alignment https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183637623 Many meetings with customers have 3-4 sales people in them without clear ownership of who "owns" the relationship.]]> 2017-08-30 11:30:46 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183637623 Machine Maturation thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183703089 There is no process to communicate all the improvements or machine updates to the sales team when new products are released.]]> 2017-08-30 15:04:11 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183703089 Sales and Product Training thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183703430 A lot of doubts and open questions about machine configuration inside the sales and technical team. ]]> 2017-08-30 15:05:03 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183703430 Training thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183703804 Create a well structured training program for the sales, technical and support teams so we ALL speak the same language. ]]> 2017-08-30 15:06:06 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183703804 Sales Library thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183704380 We should have a channel of communication to use when launching new products or maybe a "Sales Library" to consult the latest machine updates and general info]]> 2017-08-30 15:07:34 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183704380 Define Roles thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183705055 Define roles and responsibilities inside the company structure with clear expectations so we can also start to have some accountability for our actions ]]> 2017-08-30 15:09:41 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183705055 Be a Team Player thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183707285 2017-08-30 15:15:33 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183707285 Lack of Sales Tools thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183707671 There is a need to re design presentations, quotations,  templates to communicate with clients, etc ]]> 2017-08-30 15:16:30 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183707671 Provide more Sales Tools thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183708290 Updated presentations, quotes, pricing lists, sales data sheets, updated brochures, etc. ]]> 2017-08-30 15:18:13 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183708290 Weekly and Quarterly Sales Meeting thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183718830 Weekly sales meetings have being a fantastic way to keep everyone updated in what's happening on the road and find ways to contribute to the team. Also we should keep the Quarterly Sales Meetings as well]]> 2017-08-30 15:45:40 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183718830 GE Additive Around the world calls to understand long-term strategy and different aspects of rapidly growing business https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183719665 2017-08-30 15:48:18 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183719665 Quarterly Sales mtg for overview of technology roadmaps and product upgrades so we hear about them before our customers do https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183720465 2017-08-30 15:50:15 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183720465 Sales Onboarding checklist ... training, who's who, processes, goals, comp plans, products, etc. 30-60-90 day plans? https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183721051 2017-08-30 15:51:56 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183721051 More effective pricing process for quotes ... better linkage between US and Europe teams ... reduce manual touches ... improved speed for quotes (budgetary and formal) https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183722181 2017-08-30 15:55:02 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183722181 Communication Between the US and the GmbH Team thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183722766 Biggest challenge for our organization since we don't really have visibility of anything the GmbH does including: product updates, pricing updates, invoicing customers, machine delivery, logistics and others.]]> 2017-08-30 15:56:48 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183722766 Single POC/process for running customer benchmarks internally and sample prints depending on volume/mat'l ... Grapevine, LIF, Cinci, CEC? https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183723086 2017-08-30 15:57:46 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183723086 Machine delivery/logistics process update ... internal and external improvements to drive better customer experience and Sales team in the loop https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183723702 2017-08-30 15:59:48 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183723702 Can we use SFDC to drive process / milestone updates? More communication rhythms with key leaders that own process https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183723919 2017-08-30 16:00:39 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183723919 Sales tools to drive more consistency among reps esp as org grows ... intro/overview messaging, budget quotes, industry-specific presentations ... Marketing support w/ leads https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183724460 2017-08-30 16:02:51 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183724460 Introducing New Hires thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183724662 Introducing all the new team members to the team when they join us]]> 2017-08-30 16:03:35 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183724662 Better knowledge share for competitive dynamics ... deals lost, pricing intel, other value differentiators, VOC feedback https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183725070 2017-08-30 16:05:07 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183725070 Highlighting sales teams wins with broader Additive org ... Yammer updates or R&R https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183725968 2017-08-30 16:07:33 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183725968 Do we have customer giveaways/trinkets that sales team can have? And simpler way to send hardcopy product brochures to key customers ... rather than going to FedEx https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183727173 2017-08-30 16:11:02 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183727173 Can the Around the World calls be recorded if miss session? https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183728241 2017-08-30 16:14:08 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183728241 Giving INSIGHTS thaly_andrea https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183728393 Let your peers know when they are doing something good]]> 2017-08-30 16:14:35 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183728393 https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183779180 Continue having these Sales Touchpoints 

]]> 2017-08-30 18:34:21 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183779180 Quarterly Meetings - Team Discussion https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183793269 Continue Quarterly Meetings
Monthly Call update with entire NA Additive Sales Team - 45 - 60 minutes?
Add someone from Schuppe's team to join call]]> 2017-08-30 19:16:50 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183793269 One GE https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183794626 - Bring in One GE Additive broader message - Nobody is going to market with the capabilities and know-how that GE has. 
- Create a more standardized / structured pitch for going to customers expressing our capabilities (Neal Shah, Keith Campbell, & Ryan). Rough Draft goal 9/1/17 
- Neal is also drafting industry specific PPT

]]> 2017-08-30 19:21:15 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183794626 OneGE https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183797075 - America's team w/Arcam feels OneGE moreso than Global Arcam team]]> 2017-08-30 19:30:03 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183797075 Celebrate Success (Deal Share) https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183799262 - Understand our wins - how we got to the "win," sharing best practices on what worked and didn't, how we positioned it, customer feedback on how we won their business
- Monthly Deal Share

]]> 2017-08-30 19:38:51 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183799262 Kacie's Team Continue https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183800149 - Appreciated your time and energy in getting to our last minute NA Sales meeting!]]> 2017-08-30 19:42:48 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183800149 Sales Software https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183801522 - Flynn has that - Salesforce for all is future state]]> 2017-08-30 19:47:57 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183801522 Trade Show https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183802098 - Going forward, the plan is to go to trade show's as OneGE - Neil Siddons / Mike Cloran mentioned this as future state plan]]> 2017-08-30 19:50:08 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183802098 Defining Goals / Path to success Lacking https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183803282 - $500MM backlog
- Team is working on Goals in the background while also outlining how we get to a successful outcome
- ]]> 2017-08-30 19:55:03 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183803282 Engineering Services Video https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183803629 - There is a recording out there for the Engineering Services Pitch (Neal Shah has this) ]]> 2017-08-30 19:56:34 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183803629 People Office - Sales Onboarding https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183804508 - See note above on Sales Onboarding Checklist
- Introducing new hires to the broader team
- Internal Newsletter / Slack Channel regarding New Hires

]]> 2017-08-30 20:00:34 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183804508 Continue / Consider https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183805641 - Consider being independently resourceful while engaging broader team when it makes sense
- Help each other through ambiguity - Lends to the OneGE]]> 2017-08-30 20:07:08 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183805641 People Office to-do https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183806232 - IOI from Kacie #]]> 2017-08-30 20:10:31 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183806232 Too Many Calls https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183807033 - Ensure that we define "why" when we are scheduling a call
- Consider adding an agenda & desired outcome
- How is the call ultimately helping the business and the customer
- Hold meeting owner accountable to ensure call is productive towards driving to a desired outcome]]> 2017-08-30 20:14:09 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183807033 Sales Training https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183808494 - Lack updates / insight into parameters 
- No rollout procedure when something new comes out
- Technical team & Sales team receive same training to align how we are communicating technical information to customers
- Have Machine / Materials Sales package to train non-sales people on what we are selling (Similar to what Neal did with External Engineering) 
- Is something already created? Not just NA, but Globally as well
- Cost of ownership - How do we look at different perspectives 
- When you order parameters, what do they do, what's the speed, how much does it cost with/out powder, etc. - Must have these set in stone]]> 2017-08-30 20:21:51 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183808494 Parameters https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183810019 - Better overall understanding of parameters that are offered and what they do / how they add value
- Can they buy updates to parameters, if there even are updates (can Neal help give an overview on this as well)
- John to touch base with Thomas Haymond and Gorgeous 
- Share with Oliver & Mohammad ]]> 2017-08-30 20:30:23 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183810019 Deal Team https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183810665 - Consistent approach to pricing 
- Salesforce team is already working on a new sales quotation template]]> 2017-08-30 20:33:53 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183810665 Communication between Germany & https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183811152 - Who do we call when we have questions that only Germany would know to answer
- Identify 2-3 German team members who we could consistently go to to find answers
- 2 Application engineers hired in Germany who were dedicated to the US Team? We need to identify who these people are. #KNO ]]> 2017-08-30 20:36:43 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183811152 Customer Benchmarks https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183812212 - Identify single POC to ]]> 2017-08-30 20:44:09 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183812212 Sales Library https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183813061 - Repository of sales data]]> 2017-08-30 20:49:50 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183813061 Communication with Germany https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183813240 - Better overall communication with Germany 
- How to move forward: Work with Franca on a contact (People Office to-do)
- Provide this feedback to Oliver on some of the team's concerns over communication (People Office to-do)]]> 2017-08-30 20:51:18 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183813240 Going forward https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183814465 - Hold follow-up touchpoints to ensure we are accountable on tackling some of these issues]]> 2017-08-30 21:00:44 UTC https://padlet.com/kacie_northcutt/2x4gndkl28z0/wish/183814465