Reflection – Story Telling 

 Challenge & Selection 

 I work in the Healthcare IT field selling a software product that consolidates hospital ’s data .   In our world   of sales , we face obstacles everyday when trying to explain why our product will improve the financial   well being , cyber risk , and ease of data use for hospitals and other healthcare organizations . Explaining   why these organizations can benefit from our product is our sales team ’s lifeline for success and to be   able to tell our story and tell the story ’s of organizations that have benefitted from our product makes   the difference between winning and losing sales opportunities . The use of effective storytelling makes   all the difference for our sales team .   Telling the story of our company and how our product and services   can positively impact a prospect ’s organization allows them to see the value offered and allow for our   sales team to continue hitting our goals . 

 Application 

 To put the story telling tool into practical use , I have found that I first must fully understand what our   prospects want from a data consolidation stand point . Although we can provide them every figure as to   why our product can save them money , time , and resources , it is clear that providing a compelling story   along with this pitch is necessary for a successful sales cycle . Since beginning to better understanding   storytelling as a tool , we have decided as a company to leverage our clients that have been willing to be   used in case studies to tell their stories in an effort to show prospects how they may benefit from our   organization .   Not only do we now leverage our client references through offering our contacts to be   contacted , but we have now created 1 - 2 page case study overviews about how we have been able to   address and tackles some of our client ’s largest IT issues . 

 Being able to send case study overviews has proved highly effective for our sales team .   We can now   show prospects in a clear and concise way how we have benefitted other organization similar to their   own without setting up any phone calls or asking them to simply take our word on the matters .   An   ability to tell the stories of our client ’s success through our partnerships in a clear visual manner has   made the prospecting and introduction phases of our sales cycle much easier get our points across . 

 Insight and Approach 

 Since creating the case study hand outs and emphasizing story telling in our sales process , we have seen   a sharp increase in prospect engagement as well as overall sales . It has allowed us to better understand   our prospect ’s goals and show how we can address those goals as well as show how we ’ve already   successfully benefitted other similar organizations that were facing comparable IT issues . The focus on   story telling as opposed to simply laying out facts and figures has allowed us to better connect with our   prospects and get to the root of their issues and wants as opposed to having them simply look at us as a   vendor and us looks at them as a client .   We have been able to dig deeper to understand their issues   from a human standpoint and help tweak our approach to makes life easier for the individuals that are   using our product , not just the organization ’s bottom line . 

 In summation , the increased stress on telling our story and the story of our clients has resonated well   with our prospects . It has created strong relationships between our organization and those we are 

 selling to as well as lead to increased sales . This class has showed me the importance of designing our   product and services from a client - centered approach and using this to shape our sales approach as well   has been a great benefit to myself and out team . 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Reflection – Story Telling 

 Challenge & Selection 

 I work in the Healthcare IT field selling a software product that consolidates hospital ’s data .   In our world   of sales , we face obstacles everyday when trying to explain why our product will improve the financial   well being , cyber risk , and ease of data use for hospitals and other healthcare organizations . Explaining   why these organizations can benefit from our product is our sales team ’s lifeline for success and to be   able to tell our story and tell the story ’s of organizations that have benefitted from our product makes   the difference between winning and losing sales opportunities . The use of effective storytelling makes   all the difference for our sales team .   Telling the story of our company and how our product and services   can positively impact a prospect ’s organization allows them to see the value offered and allow for our   sales team to continue hitting our goals . 

 Application 

 To put the story telling tool into practical use , I have found that I first must fully understand what our   prospects want from a data consolidation stand point . Although we can provide them every figure as to   why our product can save them money , time , and resources , it is clear that providing a compelling story   along with this pitch is necessary for a successful sales cycle . Since beginning to better understanding   storytelling as a tool , we have decided as a company to leverage our clients that have been willing to be   used in case studies to tell their stories in an effort to show prospects how they may benefit from our   organization .   Not only do we now leverage our client references through offering our contacts to be   contacted , but we have now created 1 - 2 page case study overviews about how we have been able to   address and tackles some of our client ’s largest IT issues . 

 Being able to send case study overviews has proved highly effective for our sales team .   We can now   show prospects in a clear and concise way how we have benefitted other organization similar to their   own without setting up any phone calls or asking them to simply take our word on the matters .   An   ability to tell the stories of our client ’s success through our partnerships in a clear visual manner has   made the prospecting and introduction phases of our sales cycle much easier get our points across . 

 Insight and Approach 

 Since creating the case study hand outs and emphasizing story telling in our sales process , we have seen   a sharp increase in prospect engagement as well as overall sales . It has allowed us to better understand   our prospect ’s goals and show how we can address those goals as well as show how we ’ve already   successfully benefitted other similar organizations that were facing comparable IT issues . The focus on   story telling as opposed to simply laying out facts and figures has allowed us to better connect with our   prospects and get to the root of their issues and wants as opposed to having them simply look at us as a   vendor and us looks at them as a client .   We have been able to dig deeper to understand their issues   from a human standpoint and help tweak our approach to makes life easier for the individuals that are   using our product , not just the organization ’s bottom line . 

 In summation , the increased stress on telling our story and the story of our clients has resonated well   with our prospects . It has created strong relationships between our organization and those we are 

 selling to as well as lead to increased sales . This class has showed me the importance of designing our   product and services from a client - centered approach and using this to shape our sales approach as well   has been a great benefit to myself and out team .
### Output: 