Helped develop sales messaging for key areas of opportunity included in full playbook and short actionable point solution call guides for sellers.
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Helped develop sales messaging and approach strategy for strategic partnership playbook. Leveraged ideas in call center tools and customer collateral including a guided selling tool, call and email scripts, solution briefs, infographics, and customer decks.
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Conducted detailed interviews with customers, product marketers and high-performing sellers to build impactful messaging for key solution areas. Messaging was leveraged in sales playbooks, pitch decks, and customer case studies.
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Developed the first company sales playbook around emerging opportunity areas in a complex solution category, data and analytics in the digital healthcare space. Repackaged major ideas into short-form sales play cards.
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Produced high value propositions for 50+ high-priority sales targets. Tight collaboration with account teams enabled delivery of custom materials addressing each prospect's unique needs and concerns.
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Built a searchable database mapping 250+ customer keywords to corresponding product. Equipped sales reps to spot and respond to more customer needs, increasing cross-sell capture rates.
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Partnered with HPE to launch a new strategic alliance, ensuring alignment between sales and partner teams from day one. Rapid collaboration enabled both sides to hit the ground running and mutually support key initiatives.
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Presented HPE's industry solutions portfolio into a digestible playbook for sellers. Key areas included VPD for manufacturing, medical imaging and EHR in healthcare, digital government and payments in financial services, and smart cities solutions for government. Equipped the sales team to consultatively position HPE's value during early conversations.
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Facilitated best practice conversations with sellers from siloed business units data and analytics in the digital healthcare space to capture optimal cross-sells across a large company portfolio. Created an engaging and prescriptive playbook to drive behavior change.
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Created guided selling tool to equip sales teams to succeed within value-based care models. Identified targeted messaging to help sellers convey value and win deals under emerging healthcare regulations.
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Navigated complex telecom solutions and sales processes with multiple configuration options to craft a simplified playbook for selling indoor coverage solutions. Playbook aimed to align sales teams with more powerful messaging and sales guidance to help uncover emerging customer opportunities.
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Standardized fragmented sales presentations into a centralized library organized by buyer persona. Refocused messaging on customer outcomes over product features, establishing a model for benefit-driven selling across the organization.
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Collaborated with sales leaders across four industries to develop targeted playbooks. Identified common customer contexts and sales plays to equip reps to convey value within key verticals.
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HPE was beginning a new partner initiative with a technology leader. Find out how we helped make sure this strategic partnership got off the ground in the best possible way for sales reps.
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Unisys was looking to use their legacy portfolio in a new way that catered to industry customers. Find out how we collaborated with senior industry sellers to develop four industry playbooks simultaneously and spot a broader pattern of opportunities and contexts.
