Sales Enablement: Featured Work

• Desktone

  Client need: Desktone wanted to create a sales tool for its resellers that would complement its training and in-person assistance—and in order to help those resellers better identify, qualify and warm viable leads for its Desktops as a Service solution.

  Launch solution: After a workshop, where we helped build consensus and establish best practices, we created a sales guide providing resellers with everything they need to know in order to reach the point at which they can prove and register a viable lead with Desktone, including elevator pitches and exec conversations.

  

• Primavera/Oracle

  Client need: Primavera needed help identifying sales best practices and packaging them in a way that would allow all salespeople and resellers to benefit from the knowhow.

  Launch solution: We conducted extensive interviews with top salespeople about specific wins, analyzed their processes and found and presented commonalities. The main sales guide included 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.

  

  

  

• IBM

  Client need: IBM wanted to help its SMB salesforce better focus and prioritize, and was specifically looking for a deliverable that would arm salespeople with the data they needed to make the most of their time and effort.

  Launch solution: To this end, we created a hyperguide that covered each of the three lowest hanging fruits, providing a one-stop shop for all product, competitive and selling info.