Sales Enablement
The Goal
Losing sequencing data can result in thousands of dollars in lost time and samples. DataSafe Solutions from Thermo Fisher Scientific features a cross-platform data storage solution that protects laboratory data, helps share data, boosts the speed of customers’ Next Generation Sequencer, and eliminates the burden on an internal IT team. Selling technology consulting was new to the company, so Thermo Fisher Scientific created a brochure and sales battle card for the sales team to use when promoting the product.
The Asset
The main priority for this initiative was to make sure sales reps felt comfortable when talking about the product. With the battle card, reps are able to better understand potential customers’ struggles, potential questions and concerns regarding the technology. It also offers solutions to overcoming oppositions and how to move forward once there is interest in the product. The brochure highlights the benefits and value points of the product and is offered as a takeaway for the client, which can be emailed or passed off in person.
The Results
- 217 leads identified and contacted by the team during first 6 months
- $800,000 opportunities in the funnel
- 5 systems sold
Lesson Learned
Provide the tools and best practices your sales reps need to have productive conversations and close deals.
The Goal
Zendesk executives retained The Write One to help them develop a 90-day plan to accelerate sales enablement. The focus was on creating a prescriptive framework for outbound prospecting and boost opportunity sales pipeline.
The Asset
The project was conducted in three, 30-day phases. The first phase included research, onsite visits, aligning content and reviewing company sales data. The second phase focused on repurposing content and developing a framework, and the third concentrated on administering sales enablement training tools and developing guides for future trainings. Content assets included prospecting emails, recommended content themes by buyer persona, voicemail scripts and complementary inputs for use in emails such as infographics, charts and white papers.
The Results
- Deal closings with companies of more than 5,000 employees increased by 730% from 2014 to 2015
- Outbound booking amount increased 130% quarter over quarter
Lesson Learned
Create a framework to provide structure when implementing new techniques for sales enablement.