Tighten your alignment with Sales and reap the rewards that result from a new kind of partnership. We deliver programs that help the Sales team overcome selling barriers and maneuver through complex buying landscapes while consistently capitalizing on the value of your brand. Arm them with timely insight and tools like sales scenario playbooks, account cluster presentations, and C-suite pitchbooks that help them make the deal bigger and close it sooner.
OCTEL "GET THE MESSAGE" CAMPAIGN
Equipped legacy voicemail distributors to sell unified messaging in and through installed-base accounts via persona-based selling tools that accelerated the sales cycle. (1996)
SALES PLAYBOOKS
Translated corporate growth initiatives into strategic selling maneuvers to align the sales force with the revenue priorities of the organization while moving the company to a solutions selling model. (2006)
SYMANTEC BACKUP PLAYBOOK
Based on domain expert interviews, created an in-depth sales playbook to help Symantec channel partners take advantage of midmarket opportunities and increase effectiveness with data and system protection solutions. (2006)
ERICSSON TELECOM PLAYBOOK
Collaborated with subject matter experts and sales leaders to develop a sales guide to help sales reps be more consultative when finding and engaging telecom targets. (2009)
MCKESSON HEALTHCARE PLAYBOOKS
Developed sales playbooks to propagate best practices for selling to the C-Suite and Supply Chain. (2009)
HP ENETERPRISE PLAYBOOKS
Equipped direct sales and channel teams to sell bigger, more strategic solutions in a more customer-centric context and aligned the field on best practices with sales plays patterned after the most productive reps and the most profitable deals. (2008-2010)
ELSEVIER PHARMA PLAYBOOK
Enabled sales reps to articulate the value of the full portfolio and sell higher and deeper in pharma accounts with buying drivers and trends, buying center profiles, and best arguments. (2009)
SYMANTEC TRENDTRACKERS
Created new market intelligence tool that aggregates internal research and external data about specific solution categories into a concise, timely report for sales and marketing teams. (2007)
