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When asked to assemble a sales sales plays that acknowledges their role in a buyer journey, arming them with customer-focused information that helps them add value and create an impact.
COMPLICATION
Over the past two years, fewer than half of the sales team engaged in discovery meetings or promoted AI data services to their accounts. This lack of proactive engagement was reflected in the sales pipeline, where opportunities lingered for four to seven months, suggesting a lack of buyer confidence in selecting solutions. Additionally, the frequent use of discounts indicated that sellers were unclear about the distinct value of the products, undermining their ability to sell effectively.
COMPLICATION
Most buyers were interested in a hybrid approach which meant keeping data on-premises but using cloud-based AI services for analysis
Cloud and Technology partners were very willing to engage but often did not realize a partner or sales team was already talking with others in the account
Sellers could retire their quota without selling AI solutions
RESOLUTION
Develop sales play assets that enabled sellers to feel confident during discovery meetings so they could introduce the topic of Data Services for AI and Analytics
Update web pages to include a guided buyers journey linking both pre-sales and post-sales assets to help early-stage buyers quantify their needs - better performance, lower cloud costs, secure private data, etc. -
What we did and examples of assets here along with Team Members
what we learned
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