Speaker: Dillon Alli, President & CEO, HDMZ
Dillon Alli: Hi, I'm Dylan Alli, president and CEO of HDMZ.
Dillon Alli: We're the leading life sciences communications and growth acceleration company. Our team is pretty diverse in terms of its role and backgrounds in providing those recommendations to clients. We have scientists on staff. We have digital marketers on staff. We have digital developers. Obviously we have strategists and account service folks. We have creatives, but all of us are in the business of communication. And that is like any other skill. The more you practice it, the better you get. And what I really liked about what Sales Engine brought to the table was a disciplined approach, and they broke it down in the way that our team best understands it too scientifically to say this is how we can all be better at communicating, whether it's advice giving to our clients or helping our clients craft the really compelling stories.
Dillon Alli: I think one of the biggest takeaways that our team had from our experience with, with Jeff and the Sales Engine group is that we don't have to be afraid of the word sales. In a lot of ways, every time you communicate with somebody, you're selling something, you're trying to compel some sort of action or reaction. And all of us have a role to play in that and that we all represent the company and have the ability to influence our clients' um experiences with our brand. So I thought that was really powerful. We all have a role to play. The other thing is that we all have stories that we can tell. We all have experience that we can draw on, and what Jeff and his team laid out for us was a roadmap for codifying that in a way that makes it easy for all of us to participate again, regardless of our role. There are not that many people at HDMZ who are involved in traditional business development or sales. It's just a small handful of us, but everybody who is on the phone or on a Zoom with a client can influence their experience or behaviors with with our company. And so in that way we all stand to benefit from those shared stories and experiences.
Dillon Alli: What really had sales engine stood out to me when assessing potential groups to bring in to present to our team was, first off, I just trusted him. I've known Craig Wortmann for almost 15 years now, both through business and then also through my experience at Chicago Booth. I'm a big fan of following his work on LinkedIn, and I trust him and therefore I trusted his team and immediately connected really well with Jeff Lietz went on the phone with him initially talking about. This engagement. Um, so that's what stood out was just trust and proof points, right? The, the logos on the logo board, the content they have on LinkedIn, and just my, my actual time with them on the phone suggested that they understood what we're trying to do. They understood how we were different maybe from some of their other clients, and, um, it really made me feel comfortable with, with bringing them in.
Dillon Alli: I wouldn't say this totally surprised or delighted me, but it did make me feel good in that they practice what they preach. Once we were done with our initial session with Jeff, I could tell that some of the, I would say, techniques and approaches that he was recommending for our team, he'd actually deployed in conversation with our team. I watched him handle tough questions. I watched him respond with really smart questions. I watched him actively listen. I watched him. Um, really go through his mental Rolodex of how to relate to different people in, in our company, and our audience in a way that said, OK, he's practicing what he preaches. I know this can be effective for us.
