Equip Sellers For a Major Sales Motion Change
SaaS
The new Head of Sales Enablement faced an enormous task when she joined a fast-growing telecommunications software company with a recently successful IPO. Seeing a looming market cap for a self-serve, single-solution product that easily sold itself to software engineers, leadership switched their GTM focus from inbound to outbound to scale the business and offer multi-factor, complex communications solutions to large enterprise corporations.
An interactive matrix with all product suite combinations made it easy for sellers to understand real-world use cases and recommend highest-value solutions on the fly.
Equip Sellers In a Major Sales Motion Change - SaaS
To support this sales motion change, the Head of Sales Enablement needed to reimagine existing training to equip a rapidly expanding sales team to conduct multi-threaded, value-led conversations with disparate business stakeholders around four complex product types. This required them to both 1) understand how the enigmatic products worked and 2) preemptively conduct discovery around inefficiencies that the separate products could solve.
Product training up to this point was highly technical, provided by internal subject matter experts with very little bandwidth for ongoing GTM training. To notably decrease time to seller proficiency, I combed through innumerable legacy materials while interviewing the product experts, verifying my own understanding, and filling in knowledge gaps. Next, I collaborated with product marketing to build an interactive matrix of brand examples, products, use cases, and business solutions to help sellers understand practical instances related to their experiences as consumers. By seeing the product mix represented in real-life examples, sellers could build confidence when introducing relevant solutions to prospective customers.