Sales Enablement

We at Launch International have made a name for ourselves in sales enablement because our deliverables truly help win deals and close business.  Our rare combination of IT expertise and knowledge of selling processes and cycles allows us to develop meaningful content that will truly help real salespeople do their jobs better, smarter, and faster.

Solution Sales Guide

When CA repositioned its entire software portfolio under the new EITM umbrella in order to formally link previously standalone software, its sales teams and partners struggled to move from selling point products to comprehensive solutions. We created four guides to help them understand and communicate business challenges and connect the dots to comprehensive CA solutions.  The guides were such a big hit that the flow, design, and specs became—literally overnight—the CA benchmark for sales enablement.

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Best Practices Sales Guide

Primavera asked Launch to help identify sales best practices and package them in a way that all salespeople and resellers could benefit from the knowhow. To develop this piece, we conducted extensive interviews with top salespeople about specific wins, analyzed their processes, and found and presented commonalities. The lynchpin of the resultant sales guide was a visual selling map that details sales phases and documents tools to support each. We also created complementary pieces (with instructions for use) to accompany the guide, including presentations, white papers, and case studies.

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Product Sales Guide

We helped SunGard Data Systems foster internal understanding and demand for its Infinity initiative, working from targeted interviews and in-house documents to create comprehensive and official messaging and content. The final deliverable was an interactive PDF—a sort of Adobe-based micro site that provided the complex information in an easy–to–digest and –use format.  Since then, we’ve been helping SunGard create internal adoption success stories for the Infinity monthly newsletter.

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SMB Sales Guide

IBM wanted to help its SMB sales force better focus and prioritize and was specifically looking for a deliverable that would arm people with all of the data they needed to make the most of their time and effort.  To that aim, we created a single hyperguide covering each of the three lowest hanging fruits, providing a one-stop shop for all product competitive and selling info.

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Messaging Whiteboard

Articulating the new and comprehensive CA EITM message proved quite challenging for many product-focused salespeople and partners—and even management struggled with translating a company vision into something concrete. In response, we created "whiteboard conversations" on trifold paper, complete with a laminated back for practicing. Each provides a step-by-step guide on how to have an executive-level conversation that explores business problems and presents CA value.