Transitioning to Insight-Based Selling

Description

We recently helped one client clear through the clutter of their large suite of product so their reps could engage in new and more impactful sales conversations.

Solution

We built the new messaging platform around a changing regulatory environment that had opened a window for our client to capture both market and mindshare over their competition. Rather than relying on a static customer segmentation model, we built messages specific to deal scenarios that the reps actually encountered. Using this deal lens, we created unique value propositions, questions, transitions and whiteboard sessions to drive the conversation for that particular buyer type.

Results

Sales reps were trained on the messages through a series of role-plays. Delivery of messaging was enabled through multi-media, presentations and case studies, all packaged into a custom mobile app designed and built by Cosine

Highlights